What Is the Primary Purpose of Developing a Customer Profile

question 85

Multiple Choice

What is the primary purpose of developing a customer profile sheet?

• A) Understanding the structure of the company's buying center
• B) Identifying the best strategy to use in a sales call
• C) Narrowing the objective of the sales call
• D) Using visual aids in a sales presentation
• E) Developing rapport with the prospect

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Definitions:

Idealized View

A perception of something in its best or most perfect form, often ignoring possible flaws.

Humane Orientation

A value or principle emphasizing compassion, caring, and consideration for others in both personal behavior and organizational culture.

Cultural Dimensions

The framework for cross-cultural communication, developed by Geert Hofstede, that assesses cultures based on certain dimensions such as individualism vs. collectivism.

Altruistic

Describes behavior or actions motivated purely by the desire to help others, without expecting any reward or benefit in return.