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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Definitions:

Maturation

The process of becoming mature, involving the growth and development of the body or mind, or the development of natural abilities at a predetermined pace and sequence.

Object Permanence

The awareness that things continue to exist even when not perceived.

Accommodation

In cognitive development, the process by which existing mental structures and behaviors are modified to adapt to new experiences.

Imprinting

The process by which certain animals form attachments during a critical period very early in life.