In the Context of Finding the Right Person to Make

question 72

Multiple Choice

In the context of finding the right person to make a sales call,Neil Rackham suggests that a salesperson should initially try to call on the person who is the:

• A) focus of dissatisfaction.
• B) focus of receptivity.
• C) focus of expertise.
• D) focus of power.
• E) focus of satisfaction.

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Definitions:

Above Market Rate

A price or rate that is higher than the prevailing market standard or average.

Insolvent

A financial state in which an individual or an entity cannot meet their debt obligations as they come due because their assets do not exceed their liabilities.

UCC

In the United States, the Uniform Commercial Code is a detailed compilation of statutes that regulate commercial dealings.

Stopping Delivery

Halting the shipment of goods, often by the seller, under specific circumstances outlined in a sales or shipping agreement.