Discussion questions should be answered with 150-200 words. Do not cite or use references.
DQ1 Why do you think some sales managers believe that building trust and rapport with customers is the first step in creating a win-win customer relationship? Do you agree with this view? Explain why or why not
DQ2 How might a salesperson anticipate a buyer’s concerns? Does the consultative sales process allow a salesperson to overcome a buyer’s objections?