When Making a Sales Presentation to the Focus of Receptivity

question 68

Multiple Choice

When making a sales presentation to the focus of receptivity in the buying center, the salesperson needs to remember that this person:

• A)is typically the decision maker
• B)will lead them directly to the focus of power
• C)is most likely to perceive the company's problems
• D)needs to be seen after the focus of dissatisfaction
• E)will listen to him or her and provide needed sales information

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Definitions:

Group-oriented Messages

Communications designed to appeal to or target a specific group, often with the aim of promoting unity or a shared purpose within that group.

Breath-freshening Experience

An experience or product that makes one's breath smell fresher.

Individual-oriented Messages

Communications tailored to appeal or address personal attributes, needs, or preferences of an individual.

Moderately Intelligent

Describing a level of cognitive ability that is average or slightly above average, indicating reasonable problem-solving and learning capabilities.