A Sales Team That Uses the Buyer Resolution Theory to Guide

question 4

Multiple Choice

A sales team that uses the buyer resolution theory to guide their department and pursue sales is vulnerable to which of the following factors?

• A)They may skip a step in the process,thinking they are saving time,but actually increasing the time it takes to close the sale.
• B)They may spend too much time studying the buyer's process and not enough time actually selling.
• C)They may lose focus on the product they are selling.
• D)They may give all the power in the transaction to the customer.
• E)They may prioritize a decision in the process that is not prioritized by the customer.

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Definitions:

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