Ability to speak comfortably with strangers

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Skylar was offered a job at IBM because the hiring manager was impressed by her ability to speak comfortably with strangers. She now sells mainframe solutions to companies with extremely complicated logistical needs, such as airlines (for scheduling flights) and trucking companies (for scheduling deliveries). Which of the following behaviors will not help Skylar succeed at her sales job? Because Skylar pays close attention to detail, she creates sales presentations that address customers' specific questions in detail. Because Skylar understands the value of her time, she does not pursue clients who say that they do not have the budget or the willingness to purchase a new mainframe computer right now. Because Skylar is so organized, she plans everything she will say in advance, and she focuses on what she will say next while a potential customer is speaking to her. To convey the sense that she is really listening to her client's needs and problems, Skylar likes to stay silent when the customer is speaking. After listening to potential customers outline the problems that they need to fix, Skylar prepares a sales proposal that clearly shows how a new IBM mainframe will address and solve the clients' problems.

Reference no: EM133575048

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