On a Recent Sales Call, Jennifer's Customer Responded to a Question

question 107

Multiple Choice

On a recent sales call, Jennifer's customer responded to a question regarding current needs by saying, "I am perfectly happy with our present situation." With respect to the problem recognition phase of the business buying decision process, what should Jennifer do next?

• A) change the subject of the conversation to an area with greater potential
• B) probe further to determine if any gap exists between the buyer's perceived desired state and actual state
• C) challenge the buyer's level of satisfaction with his current situation
• D) to keep the door open for another sales call in the future, politely thank the customer for his time

---

Definitions:

Statement Of Cash Flows

A financial statement that provides aggregate data regarding all cash inflows and outflows a company receives from its ongoing operations, investment, and financial activities.

Operating Activities

Activities that are part of a company's primary operations, including production, sales, and day-to-day business functions.

Indirect Method

A financial reporting approach used to generate the statement of cash flows, where net income is adjusted for changes in non-cash accounts to reveal cash generated or consumed by operating activities.

Voting Stock

Shares that grant the holder the right to vote on company matters, typically influencing board elections and corporate policy.