As the Technology and Customers Become More Sophisticated

question 41

Multiple Choice

As the technology and customers become more sophisticated:

• A) Sales managers hire younger workers
• B) Sales managers hire people with technical backgrounds
• C) The quality of the presentation must get better
• D) Industrial buyers are leaving the industry
• E) Interpersonal skills are becoming less important

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Definitions:

Mobile

Pertaining to technology, devices, or services that are portable, allowing for access and communication on the go.

Engaged Selling

A sales approach focused on actively listening to the customer's needs and building a relationship rather than just pushing a product.

SPIN Selling

SPIN Selling is a sales technique that focuses on asking potential customers Situation, Problem, Implication, and Need-payoff questions to better understand their needs and offer solutions.

Consequences

The results or outcomes of actions, which can be intended or unintended, positive or negative.