Web-Star Makes Web Conferencing Software with Features That Integrate Directly

question 43

Multiple Choice

Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory, order processing, shipping, tracking, CRM, and tech support. Using this software, companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation. Quite often, Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-A Web-Star salesperson is giving a sales presentation to a buying committee. What should the Web-Star salesperson most likely do in this situation?

• A)Focus only on the technically knowledgeable members of the group.
• B)State the adaptive selling objective for each group member.
• C)Use technical specifics when speaking to silent members.
• D)Utilize an elevator speech to develop rapport quickly.
• E)Identify the primary decision makers in the group.