A Company Makes Webconferencing Software with Features That Integrate Directly

question 31

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.
-Of the following,which would be most important for a salesperson to discover to tailor the presentation to the prospect's specific needs and not just the general benefits of the webconferencing software?

• A)The prospect's budget for the purchase.
• B)How familiar the prospect is with webconferencing software in general.
• C)Whether the director of sales at the prospect company is familiar with webconferencing software.
• D)Whether the prospect has used paid webconferencing software or only free webconferencing software before.
• E)What kinds of clients the prospects presents to and how the typical presentation uses the prospect's back-end systems.

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Definitions:

Susie Phipps

A woman who challenged Louisiana's classification of her race based on an archaic law, highlighting issues of racial identity and legal classification in the United States.

White Privilege

Unearned advantages and societal benefits given to white individuals based on racial bias.

Unearned Assets

Benefits or privileges one receives simply by being part of a certain social group (often racial, gender-based, or economic) without any personal effort or achievement.

Systems of Advantage

Frameworks or structures that benefit certain groups over others based on characteristics like race, gender, or socioeconomic status.