Question

Brandi, a sales trainee, watched as her sales supervisor chatted with a prospect's secretary in a very friendly manner. Brandi felt that such behavior was inappropriate in a business situation and she did not understand why her supervisor was asking the secretary about what sports the prospect follows closely. Brandi is unable to understand her supervisor's actions. Which of the following statements would help her understand the functional value of such interactions in a sales situation?a. brandi's supervisor has found a meaningless way to pass the time while waiting for the appointment. b. the prospect will see brandi and her supervisor more quickly if they prevent the secretary from getting any work done. c. secretaries are a rich source of information about a prospect and are important for successful sales calls. d. salespeople should talk to secretaries in order to appear to be working. e. secretaries are poor sources of information about the prospect

Answer 1

Answer:

The answer is option c "  secretaries are a rich source of information about a prospect and are important for successful sales calls."

Explanation:

For Brandi Sales Supervisor to be discussing friendly  with the secretary of their new prospect, the Sales Supervisor is engaging in ways that he can get valuable information about the company and the prospect without actually asking the secretary directly. This is a great way in any sales interaction to ensure you be at home with the prospect through a rich source of information like the prospect secretary. Brandi needs to understand this as a tool of effective sales.

Answer 2

Answer:

Secretary are rich source of information about a prospect and important for successful sales call.

Explanation:

Brandi's supervisor is only trying to establish a relationship and also a general knowledge base about the prospect from the secretary because they tend to be rich In Information and well detailed about their boss, this information the sales supervisor is gathering will come handy when he finally meets the prospects as that might be a leveling ground whereby he can launch his sales idea to the prospect.

The Secretary also have the to do list of the boss per day and help plan schedule over time so they can always chip in the sales representative in for subsequent meet up and that can only happen if a great connection was established in the first meeting.