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Rob, a salesperson, meets his customers, Jake and Neil. He greets Jake, a new customer, and takes him out on a tour of the city because he wants to develop a relationship of trust with him. With Neil, an old customer, Rob tries to follow up an order he had placed in his previous sales presentation. According to the Four A's (acknowledge, acquire, advise, assure) concept of the selling process, which of the following statements is true of Jake and Neil?
A. Jake and Neil are at the assure stage.
B. Jake is at the advise stage, whereas Neil is at the acknowledge stage.
C. Jake is at the assure stage, whereas Neil is at the acquire stage.
D. Jake and Neil are at the acquire stage.
E. Jake is at the acknowledge stage, whereas Neil is at the assure stage

Respuesta :

Answer:

E. Jake is at the acknowledge stage whereas Neil is at the assure stage

Explanation:

The four A's of selling process are

Acknowledge, whereby the seller acknowledges the prospect by exchange of greetings and pleasantries.

Acquire, whereby the seller acquires information about prospect wants and providing the desired solution.

Advise, whereby the seller provides limited alternatives and narrows down choice of the prospect.

Assure, whereby post effecting sales, the seller provides customer support and feedback.

In the given case, Jake is a new customer whom Rob acknowledges and takes out on a tour to build a rapport, whereas, Neil is a old customer whom Rob assures in the form of performing follow up to sales and after sales services.

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