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

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Definitions:

Criticism

The practice of analyzing, evaluating, and sometimes questioning beliefs, actions, or works, often to foster improvement.

Costly

Refers to something that requires a great amount of resources, such as money, time, or effort, to obtain or maintain.

Patriotic Assimilation

The process by which immigrants adopt the cultural norms and values of their new country, often emphasizing loyalty and pride in national identity.

Americanization

The process through which immigrant communities come to adopt the cultural norms and values of the United States, often discussed in the context of assimilation policies and debates.