Not Knowing the Roles of Key Players in the Buying

question 85

Multiple Choice

Not knowing the roles of key players in the buying process could cause a sales representative to

• A)bid too high a quantity.
• B)fail the vendor analysis.
• C)respond to an RFP too quickly.
• D)waste time and alienate people.
• E)misdirect his or her product.

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Definitions:

Two-Way Communication

A form of communication where information flows in both directions, allowing for feedback and interaction between parties.

Competitor's Products

Goods or services offered by rival companies within the same market.

Prospect Participation

The involvement or engagement of potential customers in the sales process, often through dialogue, feedback, trials, or demonstrations.

Demonstration

A live display or explanation of how a product works or how a service is performed to showcase its features or benefits.