(Solved) Gavin's position at Pharma-Tech involves purchasing complex manufacturing components, making ...

Gavin's position at Pharma-Tech involves purchasing complex manufacturing components, making decisions based on technical data, and creating detailed, scientific reports. Tanya, the sales representative assigned to work with Gavin, has experienced difficulties in the past when attempting to communicate with Gavin, who is precise, aloof, serious, and disciplined. Which of the following would most likely help Tanya build a relationship with Gavin?
A) Tanya should use both verbal and nonverbal communication styles to keep Gavin engaged in the sales presentation.
B) Tanya should express great enthusiasm for the products she sells and ask Gavin many questions to draw him into the presentation.
C) Tanya should give a quick-paced presentation and attempt to close the sale quickly to prevent wasting too much of Gavin's time.
D) Tanya should take time to learn about Gavin's personal and work life before giving a brief overview of the product she is selling.
E) Tanya should give a well-organized presentation with extensive documentation and avoid pressuring Gavin to make a quick decision.

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Gavin's position at Pharma-Tech involves purchasing complex manufacturing components, making ...

Selling Today: Creating Customer Value

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