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:

Capital Markets

Financial markets for buying and selling equity and debt instruments, catering to the long-term funding needs of public and private sector enterprises.

Primary Markets

Markets in which new securities are issued and sold by corporations directly to investors.

Over-The-Counter

A decentralized market where securities are traded directly between parties without the supervision of an exchange.

Financial Intermediaries

Institutions that facilitate the flow of funds between savers and borrowers, thereby making investment more accessible.