A Marketer Wonders Aloud Why Salespeople No Longer Simply Approach

question 81

Multiple Choice

A marketer wonders aloud why salespeople no longer simply approach their prospects with the direct intention of making a sale, but instead spend time analyzing all their possible needs and desires.Her colleague in the next cubicle thinks about this as well, and they talk.They realize that the answer is because today's salespeople are expected to

• A)be problem solvers who work in partnership with customers.
• B)be technical experts with experience in database management and analysis.
• C)take orders only after confirming the appropriateness of each sale.
• D)do everything that was once done by several departments.

---

Definitions:

Cancellation

The act of calling off or nullifying an event, order, or contract.

Appointment Book

A book or electronic system used for keeping track of appointments and schedules.

Erase

To remove or delete information or marks.

Fasting Procedure

A prescribed period of food and drink abstinence, often used for medical reasons such as prior to blood tests or surgical procedures.