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

Grasp the phases of group development and their attributes, including orientation, coordination, and their durations.

Understand the roles and functions of different leadership styles (e.g., interpersonal, informational) in managing group processes and conflicts.

Understand the concept and implications of groupthink in group dynamics.

Comprehend the effectiveness of communication strategies, including the use and impact of I-based statements.

---

Definitions:

Price/Earnings Ratio

A valuation metric for a company that measures its current share price relative to its per-share earnings.

Growth Opportunities

Potential scenarios or plans that a company can undertake to increase its market share, revenues, or profitability.

Implied Share Price

The calculated value of a share based on future earnings expectations or business prospects.

Earnings Multiple

A valuation metric that indicates the ratio of a company's market price per share to its earnings per share (EPS), commonly used to gauge stock valuation.