According to the Textbook, Which Tactic Should a Salesperson Use

Multiple Choice

According to the textbook, which tactic should a salesperson use when faced with a challenging group sales dialogue?

A) determine who the most powerful decision maker within the group is and then focus the selling effort on him or her
B) take every opportunity to presell to individual group members prior to the group sales presentation
C) assume everyone within the group is equal and the decision will be made democratically
D) enlist the help of someone within the buying organization, such as a gatekeeper, to provide information on who is in the group and what they are looking for