Author Question: Kim is a salesperson for ABC Advertising. She is having trouble maintaining control of her sales ... (Read 51 times)

leo leo · **on:** Jun 28, 2018

Kim is a salesperson for ABC Advertising. She is having trouble maintaining control of her sales calls. Kim finds that her customers often go off on tangents and talk about relatively unimportant things until her time with those customers is up. Kim could benefit by:
A) improving her questioning skills and using carefully crafted questions.
B) being candid with her customers by telling them they are wasting her time.
C) talking more during the sales call so the customers do not have a chance to go off on tangents.
D) being more formal and less friendly during the sales call.
E) changing the direction of the conversation by using nonverbal gestures.

Question 2

Concerning business-to-business advertising media, _____ publications are directed at a specific task, technology, or function, whatever the industry.
A) common
B) specialty
C) horizontal
D) vertical
E) target