Why do salespeople fail to close? The three most common reasons that we cited are: they don't ask, the sales process has not been completed, and: they are not talking to the decision maker. A. Ineffective closing method. the buyer feels that the salesperson does not respect him/her. they waste too much time asking questions. there is no trust between the buyer and seller. Question 7(1 point ) saved How do you build your reputation? As discussed in class, for salespeople, are key in developing and communicating your reputation. Persuasive presentations Blogs and video Satisfied customers Social Media Sales managers The article titled "Preparation in Negotiation" by Colleen Francis provided you with 9 areas that require preparation to improve performance. Her first recommendation in the article, and the one step that will guide you during a negotiation, is: Determine how you will walk away when the buyer asks for a concession Determine your best alternative to not getting a deal Practice saying 'no' emphatically Determine your goals Plan how to handle every objection Question 9 (1 point) saved You learned that analytics is an important concept for salespeople. What is the term used for a type of analytics that tracks rates of success as prospects are moved through the sales process? Reputation analysis KPl analysis Pipeline analysis CPM analysis Signal analysis Giving a gift to a client in appreciation of their purchase is common business practice in some industries in Canada. The challenge for you as a salesperson may be to ensure your gift is not perceived by your customer as a bribe. How did we differentiate a bribe from a gift? When it is over $1,000 in value according to the Canadian Code of Business Conduct When the buyer's firm has policies that state all gifts are unacceptable When it is to show appreciation for the buyer's time and attention to your presentation When you as a salesperson take advantage of an unethical buyer When there is an expectation of reciprocation