The Salesperson Has Noticed That Customers Do Not Buy When

Multiple Choice

The salesperson has noticed that customers do not buy when she expects them to,and seem to want more stages of information-gathering and less time for the actual purchase than her sales manager trained her in.She approaches her sales manager about this and together they decide to:

A) focus more on presenting the benefits of the product to the prospect
B) ask for the close immediately after presenting the benefits to the prospect
C) study the customer's buying process to align their selling process to it more closely
D) spend more time building rapport with the customer initially
E) rework the presentation script to focus more on emotion