Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 21

Ask a buyer for a business in your community what salespeople should do when calling on a buyer. Find out if the salespeople that this buyer sees are prepared for each sales call. Ask why or why not the buyer purchases something. Do salespeople use the FAB method as discussed in this chapter Does the buyer think privately, "So what " "Prove it!" and "What's in it for me " Finally, ask what superiors expect of a buyer in the buyer's dealing with salespeople.