Suppose You Are a Salesperson Working for a Manufacturer of Business

Multiple Choice

Suppose you are a salesperson working for a manufacturer of business machinery. While gathering precall information you learn that a prospect you are preparing to call on is actually a member of a buying team. Which statement best represents what you should do next?

A) Identify the decision maker on the buying team and focus all of your selling efforts on that individual.
B) Identify the purchasing agent on the buying team and focus your selling efforts on that individual.
C) Identify the role of each member of the buying team and the amount of influence each exerts.
D) Create a written sales proposal and give it to your contact so that he or she can pass it out to the other buying team members.