A Marketer Wonders Why Salespeople No Longer Simply Approach Their

question 67

Multiple Choice

A marketer wonders why salespeople no longer simply approach their prospects with the direct intention of making a sale.Instead, they spend time analyzing all the possible needs and desires of the prospects.The marketer realizes that, today, salespeople are expected to:

• A)be problem solvers who work in partnership with customers.
• B)be technical experts with experience in database management and analysis.
• C)take orders only after confirming the appropriateness of each sale.
• D)understand the operations and output of several departments.

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Definitions:

Negative News

Information or reports that present an undesirable situation, event, or outcome.

Delivering Negative News

The process of communicating unfavorable information or decisions in a way that is sensitive to the recipient's feelings and possibly mitigates the impact.

Company Policy

Official guidelines or rules established by a business to outline the procedures and acceptable behavior within the organization.

Terms and Conditions

The set of rules and guidelines that are associated with a service or product, which govern the use thereof.