When Would a Salesperson Use the Undifferentiated Selling Approach

question 55

Multiple Choice

When would a salesperson use the undifferentiated selling approach?

• A)his company has a single target market
• B)his customers are heterogeneous
• C)the product line is varied and has different uses
• D)he does not have time to make distinctions among the various accounts in the territory
• E)the customer needs are different and customized presentations are required

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Definitions:

Policies

Formal guidelines or rules established by organizations to govern their operations and decision-making processes.

Planning Function

A fundamental management activity that involves setting objectives and determining appropriate strategies and actions to achieve them.

Set Direction

The process by which leaders define goals, objectives, and the course of action to be taken to achieve desired outcomes.

Ensure Results

The act of making certain that planned outcomes or goals are achieved effectively.