A Company Makes Webconferencing Software with Features That Integrate Directly

question 46

Multiple Choice

A company makes webconferencing software with features that integrate directly into users' back-end systems such as iinventory,order processing,shipping,tracking,CRM,and tech support systems.Using this software,companies can hold internal meetings as well as giving sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,salepeople for the software company make sales presentation to prospects using their own software to show off its capabilities.
-In what way is understanding the product absolutely essential for a salesperson to be able to use adaptive selling to sell teleconferencing software?

• A)The salesperson must know the product completely to be able to persuade prospects to purchase it.
• B)The salesperson must know the pricing schedule for all products and volumes of sales so that he or she can give a quote instantly to an interested prospect on the phone.
• C)The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect.
• D)The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects.
• E)The salesperson must know all about the product to be able to explain all the features during a presentation.

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Definitions:

Affective

Pertains to emotions or feelings often used in the context of consumer reactions to products or brands.

Behavioral

Relating to or concerned with the actions or activities of organisms in response to external or internal stimuli.

Limited Problem Solving

A consumer decision-making process used for purchases that require a moderate amount of effort and time for information gathering and deliberation.

Past Experience

Previous events or activities that an individual or organization has encountered, affecting their behavior or decisions.