According to the Textbook, What Opportunity Is Offered to the Salesperson

Multiple Choice

According to the textbook, what opportunity is offered to the salesperson by the stage of the buying process where the general characteristics of a solution to a particular problem or need are determined?

A) the opportunity to overcome negative stereotypes that buyers have of salespeople
B) the opportunity to use knowledge and expertise to assist the buyer in analyzing and interpreting the problem situation and needs
C) the opportunity to initiate the buying process by offering to gather information on the buyer's behalf
D) the opportunity to build a relationship with the customer