Which One of the Questions Might a Salesperson Not Ask

question 71

Multiple Choice

Which one of the questions might a salesperson not ask the members of the buying centre in order to determine their buying needs?

• A)What are the steps in the buying process for your firm?
• B)What budgets and timelines have been identified for this project?
• C)What are some of the competitive products have your team looked into?
• D)Who are the members of the buying team?
• E)What are your expectations of the company that you choose for this project to work with?

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Definitions:

Situational Approach

A theory of leadership that suggests leaders must adjust their style to fit the development level of their followers or the specifics of the situation.

Directive Behaviors

Leadership actions that involve giving explicit instructions and closely supervising subordinates to ensure compliance and task accomplishment.

Supportive Behaviors

Actions by individuals that express emotional or practical assistance to others.

Situational Approach

A leadership model that suggests the most effective approach to leadership depends on the specific circumstances or context.