A Sales Team That Uses the Buyer Resolution Theory to Guide

Multiple Choice

A sales team that uses the buyer resolution theory to guide their department and pursue sales is vulnerable to which of the following factors?

A) They may skip a step in the process,thinking they are saving time,but actually increasing the time it takes to close the sale.
B) They may spend too much time studying the buyer's process and not enough time actually selling.
C) They may lose focus on the product they are selling.
D) They may give all the power in the transaction to the customer.
E) They may prioritize a decision in the process that is not prioritized by the customer.