In the Context of Finding the Right Person to Make

question 50

Multiple Choice

In the context of finding the right person to make a sales call,which of the following was suggested by Neil Rackham?

• A) A salesperson should initially try to contact the person who is the focus of dissatisfaction.
• B) Going straight to the decision maker as quickly as possible is not necessarily effective selling.
• C) A salesperson should first focus on initiating contact with the person who is the focus of expertise.
• D) A salesperson should avoid initiating a conversation with people who are not in the buying center even though they are excellent listeners.
• E) Salespeople who talk to the person who is the focus of dissatisfaction are effective salespeople.

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Definitions:

Hostility

Feelings of intense anger or antagonism towards others, which can manifest in aggressive behaviors or attitudes.

Clearly Identified Problem

A specific issue or challenge that has been explicitly recognized and defined.

Future Oriented

Thinking or planning that focuses on and prepares for potential future events or outcomes, rather than dwelling on the past or present.

Emotional Connection

A bond between individuals characterized by feelings of affection, empathy, and emotional support, enhancing interpersonal relationships.