It Is Essential for Salespeople to Focus on the Customer

question 72

Multiple Choice

It is essential for salespeople to focus on the customer when planning the sales call because:

• A) Doing so reduces the probability of the buyer perceiving the salesperson as noncustomer-oriented and/or overly aggressive
• B) Doing so will guarantee the sale being made
• C) Doing so will allow the salesperson to talk most of the time during the need-discovery meeting.
• D) It is the only way to ensure the canned sales presentation will work properly
• E) Both a and d

---

Definitions:

Guaranteed Hours Pay

A compensation system where employees are assured a minimum number of paid hours, even if they work less than this minimum in a given period.

Union Contracts

Legal agreements between labor unions and employers that outline wages, benefits, working conditions, and other employment terms.

Discharged

The act of formally releasing someone from employment, often implying termination for cause.

Rights Disputes

Refers to conflicts regarding the entitlements or legal rights of parties in a workforce or other contexts.