Suppose You Are a Salesperson Working for a Manufacturer of Business

question 107

Multiple Choice

Suppose you are a salesperson working for a manufacturer of business machinery. While gathering precall information you learn that a prospect you're preparing to call on is actually a member of a buying team. Which of the following best represents what you should do next?

• A) Identify the decision maker and focus your selling efforts on that individual.
• B) Identify the purchasing agent and focus your selling efforts on that individual.
• C) Identify the role of each member of the buying team and the amount of influence each exerts.
• D) Create a written sales proposal and give them to your contact so that he/she can pass them out to the other buying team members.
• E) Both a and b are correct because the decision maker is usually the purchasing agent.

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