When Faced with a Challenging Group Sales Dialogue, Which Tactic

question 84

Multiple Choice

When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to communications?

• A) value each group member's opinion and use diplomacy to avoid getting caught in disagreements between members
• B) determine who the most powerful decision maker within the group is and then focus the majority of selling communications on him or her
• C) let group dynamics determine how communications flow between members and do not argue with any group member who appears to have significant influence on the buying decision
• D) to ensure an atmosphere of openness, encourage each group member to express an opinion at each stage in the presentation

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Definitions:

Audience

The group of people targeted by a piece of communication, whose characteristics influence how the message is formulated.

Overcome Objections

The process of addressing and resolving concerns or issues raised during a negotiation or sales pitch.

Additional Benefits

Additional benefits are perks or rewards provided in addition to the main or standard benefits, often serving to enhance the overall compensation or satisfaction of an individual.

Immediate Action

A prompt response or measure taken as soon as possible, usually in reaction to an urgent or critical situation.