A Salesperson with Low Dominance Who Is Selling to a Customer

question 31

Multiple Choice

A salesperson with low dominance who is selling to a customer with high dominance may run the risk of:

• A)intimidating the customer into buying
• B)focusing on features instead of benefits tailored to the customer
• C)being afraid to speak to the customer
• D)letting the customer drive the closing process instead of the salesperson guiding it
• E)losing the sale if the customer thinks the salesperson does not have product knowledge

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Definitions:

Core Competencies

Key strengths or strategic advantages that a business or individual possesses, which are central to their ability to perform effectively and differentiate themselves in the marketplace.

Holacracy

A decentralized management and organizational approach where decision-making is distributed through self-organizing teams rather than through a traditional managerial hierarchy.

Circles

Groups or gatherings of individuals with a shared purpose, interest, or connection.

Virtual Organization

A business model characterized by a network of remote collaborations and communications among individuals or groups, enabled by digital technologies, without a centralized physical office.