Integrating visuals into communication offers several benefits to salespeople. Which of the following is NOT one of the benefits we discussed in class? Conveys quality Adds clarity Enhances the T-Account closing method Handles objections Creates desire Question 37 (1 point) We discussed four reasons why salespeople act unethically. These are: to gain an advantage, because of pressure, personality style and: Cultural differences Perception of normative behavior Unfamiliar with sales and marketing law Company policy Because they know they will get away with it How will you create more value for your clients? In this same selling scenario, you know you must continually create value with restaurant owners to sustain a competitive advantage. Describe 4 value creation methods you could employ with your restaurant clients, chosen from the 5 methods presented in this course. Specifically, state how you will apply each one of the 4 methods in this selling situation. In our evaluation of professional buyers, we studied their role with in a firm and considered their objectives and motivations when purchasing. What does the acronym 'SRM' represent for a professional buyer? Selling role motivation Sales related merchandise Supplier relationship management Synchronized response mechanism Social relationship media Question 40 (1 point) In the article about 'difficult customers', the author refers to four types based on personality types and makes recommendations on how to sell each of them. His primary recommendation when faced with these difficult customer states: "It is up to you to... accommodate them and be flexible. be friends with them. treat them as they are always right. get them to understand how your company conducts business. not let their personality styles get in the way of your selling style