Asked by Aleksandar Kalenic on Jul 21, 2024
Verified
Donald Williams sells home gutter systems guaranteed to last for 20 years. After every sale, Williams asks his customers for the names of several friends who might be interested in learning about his gutter products. Williams is using the ________ method of prospecting.
A) center of influence
B) cold canvass
C) group
D) endless chain
E) observation
Endless Chain
A sales technique where current customers are used to generate leads for future sales by asking for referrals to new prospects.
Gutter Products
Items designed for the management and diversion of rainwater away from a building to protect its structure.
Customer Refers
The act of existing customers recommending or mentioning a business's products or services to potential new customers.
- Understand the operation of customer referrals and their significance in the process of identifying potential sales opportunities.
Verified Answer
SP
saurav pathakJul 23, 2024
Final Answer :
D
Explanation :
Williams is using the endless chain method, where he asks current customers for referrals to potential new customers, creating a chain of prospects.
Learning Objectives
- Understand the operation of customer referrals and their significance in the process of identifying potential sales opportunities.