Question

In order to establish _____ with his prospect, Steve said, "I notice that you have a collection of antique thermometers in your outer office? My father has collected soft drink thermometers for almost fifteen years. What got you interested in collecting them?"

Answer 1

Answer:

rapport

Explanation:

Rapport means close and harmonious relationship. In sales and marketing building relationship is crucial factor. It becomes even more important if the client is new and potential one. To develop relationship, it is important to that person involved have similar attitude, behavior or interest. This helps in generating positive perspective from other person and show reciprocal behavior. It helps to develop favorable verbal and non verbal interaction among the people involved.

In the problem mentioned Steve wanted to develop positive image so that interaction can be taken forward positively. Hence, he begins talking about thing in which client has interest. In doing so he is trying establish rapport with the client.