A Customer Is Rude to the Salesperson Who Calls on Her,asks

question 4

Multiple Choice

A customer is rude to the salesperson who calls on her,asks for research and market data to be faxed to her secretary,refuses to take courtesy calls from the salesperson,but places several large orders for the product from the salesperson.What explains this discordant behavior?

• A)The salesperson represents an inferior product and the customer does not want to purchase it.
• B)The salesperson has used the wrong approach by not spending enough time establishing rapport with the customer by discussing personal details.
• C)The customer is not the ultimate decisionmaker for the account,but is merely receiving information from the salesperson to give to the decisionmaker.
• D)The customer is a Directive who does not want extraneous contact with the salesperson but makes decisions rapidly based on facts and data.
• E)The customer is a Reflective who cannot concentrate if the salesperson interrupts her too often.

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