Suppose You Are a Salesperson Working for a Manufacturer of Business

question 83

Multiple Choice

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

• A) Identify the decision maker on the buying team and focus all of your selling efforts on that individual.
• B) Identify the purchasing agent on the buying team 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 it to your contact so that he or she can pass it out to the other buying team members.

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Definitions:

Marginal Revenue

Marginal revenue is the additional income generated from selling one more unit of a good or service, critical for determining the optimal level of output for profit maximization.

Marginal Cost

The incremental cost of producing an additional unit of a good or service.

Marginal Revenue

The additional revenue gained from selling one more unit of a product or service.

Downward-Sloping Demand

Describes a market phenomenon where a product's demand decreases as its price increases, according to the law of demand.