According to the Textbook, Which Tactic Should a Salesperson Use

question 34

Multiple Choice

According to the textbook, which tactic should a salesperson use when faced with a challenging group sales dialogue?

• A) determine who the most powerful decision maker within the group is and then focus the selling effort on him or her
• B) take every opportunity to presell to individual group members prior to the group sales presentation
• C) assume everyone within the group is equal and the decision will be made democratically
• D) enlist the help of someone within the buying organization, such as a gatekeeper, to provide information on who is in the group and what they are looking for

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