Avril is selling a uniform service to a company that cleans many of the office buildings in Baltimore. She is doing a sales presentation to all of the members of the company's buying center. She has just finished giving a brief history of her company and discussing her firm's philosophy to the 25 people in the room. She has also mentioned a few large companies her firm has worked with in the past. Avril has done this to:
A) outline benefits.
B) establish credibility.
C) create a selling environment.
D) get the attention of her audience.
E) create interest in her company.

Question

Quizplus · Accepted Answer

By providing a brief history of her company, discussing her firm's philosophy, and mentioning a few large companies her firm has worked with, Avril is aiming to establish credibility with the company's buying center. This helps to build trust and confidence in her company's services.

Avril Is Selling a Uniform Service to a Company That