Juan Alcobar has been working as a junior sales representative for a large equipment manufacturer for six weeks when Sarah Gittins,a senior sales representative,is assigned his help in preparing and presenting to a huge new prospect she has just started working with.
-Sarah has already made a brief call on the prospect.Which of the following objectives has she most likely achieved?
A)establish rapport and presented solutions
B)established rapport and asked basic needs discovery questions
C)asked basic needs discovery questions and negotiated pricing
D)negotiated pricing and closed the sale
E)closed the sale and agreed on shipping terms

Question

Quizplus · Accepted Answer

Since Sarah has only made a brief call on the prospect, it is unlikely that she has already negotiated pricing or closed the sale. However, it is possible that she established rapport and asked basic needs discovery questions in order to prepare for the upcoming presentation. Therefore, option B is the most likely objective that Sarah has achieved.

Juan Alcobar Has Been Working as a Junior Sales Representative