Final answer:
It is true that being aware of customer expectations is key to establishing a sales relationship. This understanding helps to create trust and meet the customer's needs, which is especially crucial when information about a product is imperfect or unclear.
Step-by-step explanation:
The statement that the best way to establish a sales relationship is to be aware of what the customer expects is true. Establishing a strong relationship with customers requires understanding their expectations, needs, and preferences.
Every purchase a customer makes is influenced by their expectations for satisfaction, which are based on the information available to them. In cases where product information is imperfect or unclear, it may lead to purchase regret or hesitation to buy in the future. Sellers can mitigate these concerns by ensuring transparent communication, offering detailed product information, addressing customer questions effectively, providing warranties or guarantees, and showcasing customer testimonials.
To illustrate, a smartphone seller might provide comprehensive specifications, user reviews, and hands-on videos to address the buyer's information needs. Typifying excellent customer service, allowing potential buyers to trial the smartphone for a period, or offering an easy return policy could further build trust and alleviate the concerns caused by imperfect information.