A Salesperson with Low Dominance Who Is Selling to a Customer

Multiple Choice

A salesperson with low dominance who is selling to a customer with high dominance may run the risk of:

A) intimidating the customer into buying
B) focusing on features instead of benefits tailored to the customer
C) being afraid to speak to the customer
D) letting the customer drive the closing process instead of the salesperson guiding it
E) losing the sale if the customer thinks the salesperson does not have product knowledge