In the Context of Finding the Right Person to Make

Multiple Choice

In the context of finding the right person to make a sales call,which of the following was suggested by Neil Rackham?

A) A salesperson should initially try to contact the person who is the focus of dissatisfaction.
B) Going straight to the decision maker as quickly as possible is not necessarily effective selling.
C) A salesperson should first focus on initiating contact with the person who is the focus of expertise.
D) A salesperson should avoid initiating a conversation with people who are not in the buying center even though they are excellent listeners.
E) Salespeople who talk to the person who is the focus of dissatisfaction are effective salespeople.