Joelle Williams Is a Personal Coach Who Works Primarily with Sales

Multiple Choice

Joelle Williams is a personal coach who works primarily with sales representatives at the Colotel Corporation,a company that manufactures and sells copiers and peripherals.Joelle works on manners,nonverbal cues,and personal goal setting with the Colotel sales reps.The company prides itself on hiring locally for each office and using regional ties as well as cultured manners to advance relationships with customers.
-One of Joelle's challenges when coaching salespeople in listening skills is overcoming the misperception that salespeople need to be better at talking than at listening so that they can persuade customers to buy.How should she present the benefits of listening to salespeople in a way that will encourage them to develop their listening skills?

A) Customers will reject salespeople who do not display signs of active listening,like nodding the head and making encouraging sounds.
B) Customers are dubious of the signs of active listening,but are put off even more by a salesperson who does nothing but talk.
C) Salespeople should develop listening skills as part of an overall plan of personal development,and use visualization to help solidify their listening skills.
D) Salespeople who are good listeners develop better rapport with customers so they can more easily persuade them to buy.
E) Salespeople who are good listeners understand customer needs better to present a product configuration that solves customer needs.