A Company Makes Webconferencing Software with Features That Integrate Directly

question 52

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.
-A salesperson for the webconferencing software company is presenting to a group of buyers at a current client.One of the buyers was responsible for the original purchase of the software,while the others are not familiar with it.What will be a factor the salesperson must keep in mind when planning the call?

• A)playing on the feelings the original buyer has for the software
• B)finding out who is the primary decisionmaker to know how to balance the presentation
• C)presenting to the current buyer and not to the buyers who are not familiar with the software
• D)ensuring that the new buyers understand all the features of the software even if this is repetitive for the current buyer
• E)the customer may want a discount for repeat business

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