When Selling to an Economic Buying Influence Such as a Chief

Multiple Choice

When selling to an economic buying influence such as a chief executive officer, salespeople are likely to do which of the following?

A) emphasize the contract's financial consequences for the organization
B) discuss how the deal would improve the firm's competitive position
C) discuss how corporate wide contracts can reduce costs per unit to the buyer
D) both a and b above
E) all of the above