Sales II - 1.01

The first few minutes that a salesperson spends with customers/clients - this is known as

• Sales Opening

• Initial Contact

• First Impression

• Body Language

The first line(s) salespeople say to prospective customers/clients - this is known as

• Sales Opening

• Initial Contact

• First Impression

• Body Language

Salespeople can use their initial contact time with customers to do all of the following EXCEPT

• Create favorable impressions

• Gain customer confidence

• Tell a funny joke

• Put customers at ease

All of the following are factors affecting the choice of techniques for establishing relationships EXCEPT

• the internet

• past experience

• customers are not actually aware of their needs

• word of mouth

This characteristic of effective sales openings = can provide an element of surprise, making the receiver more likely to carry on the conversation.

• Appeal to people's emotions

• Make an attention-grabbing statement

• Ask a question

• Show that you've done research

This characteristic of effective sales openings = begin a presentation with facts about the listener's company or role, it shows your interest and engagement with their brand.

• Appeal to people's emotions

• Make an attention-grabbing statement

• Ask a question

• Show that you've done research

This characteristic of effective sales openings = Trying to produce an emotional response from your customer/client is a tactic you can use to engage your listener and make them want to learn more.

• Appeal to people's emotions

• Make an attention-grabbing statement

• Ask a question

• Show that you've done research

This is an example of which characteristic of effective sales openings = "I told Selena Cruz that I was going to speak with you, and she made me promise to ask about the incident with the stray cat."

• Appeal to people's emotions

• Mention a mutual contact

• Ask a question

• Show that you've done research

This type of customer personality type talks little and show little to no enthusiasm

• Director

• Socializer

• Passive

• Engager

This type of customer personality type is strict and gets straight to the point

• Director

• Socializer

• Passive

• Engager