This is a subpart to my previous question. It's #4: What recommendations would you provide Brenda regarding nonverbal communication and how she might use it for more effective communication in this sales call? Communication SkillsSHARPENING. THE SELLING TOOLSBrenda Smith is working in the office this morning preparing for tomorrow's sales call with Gage Waits, managing partner,and Anna Kate Autry, operations manager, at Energy Based Funds LLC. Energy Based Funds is a major investment bankingorganization specializing in managing and marketing a variety of energy-based mutual funds. The company operatesthroughout the United States and employs 175 people with offices occupying the top three floors of a major office buildingin the heart of the financial district. For the past several years, Energy Based Funds has been leasing and purchasing officeequipment from Altima Systems, one of Brenda's biggest competitors. Brenda has been working her network in orderto get a chance to begin a sales dialogue with Energy Based Funds and she finally has an appointment with the mainplayers on the purchasing team-Waits and Autry.4Brenda knows that planning is a key part of success in selling and is diligently working on her strategy and plans in preparationfor tomorrow's sales call with Waits and Autry at Energy Based Funds. According to the Sales Call Plan that Brenda is developing,the purpose of this initial meeting is twofold: (1) to discover more about Energy Based Funds' current operations, future plans,and the nature of their use of and needs for copiers; (2) to begin acquainting Waits and Autry with NCC and the value they canprovide Energy Based Funds. At this point in her sales call plan, Brenda is considering the different pieces of information sheneeds to get from the dialogue and what questions she might use to elicit that information from Waits and Autry.QUESTIONS1. Based on the purpose of probing questions explained in your text, explain how Brenda should utilizedialogue with Waits and Autry at Energy Based Funds.probi

Many factors are at play apart from verbal communication during a sales call. Non verbal…

a subpart to my previous question. It's #4: What recommendations would you provide Brenda regarding nonverbal communication and how she might use it for more effective communication in this sales call?

a subpart to my previous question. It's #4: What recommendations would you provide Brenda regarding nonverbal communication and how she might use it for more effective communication in this sales call?

Marketing

20th Edition

ISBN:9780357033791

Author:Pride, William M

Publisher:Pride, William M

Chapter8: Business Markets And Buying Behavior

Section8.2: Salesforce.com Uses Dreamforce To Reach Business Customers

Problem 1C

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