Steve is a new salesperson for XYZ Computer Co. and is responsible for business-to-business sales. Transferring from the engineering staff, Steve knows better than any other salesperson the technical specifications and performance statistics of the computers he sells. Unfortunately, Steve is relatively unfamiliar with how businesspeople use the computers on a day-to-day basis. Steve needs to work on his ____ knowledge.
A) Product
B) Competitor
C) Technical
D) Market and Customer
E) Company

Question

Quizplus · Accepted Answer

Steve needs to work on his knowledge of the market and customer in order to better understand how businesspeople use the computers he is selling on a day-to-day basis. While product and technical knowledge are important for a salesperson, so is understanding the needs and behaviors of the customer in order to provide effective solutions. Competitor and company knowledge may also be important, but they are not as relevant in this scenario as market and customer knowledge.

Steve Is a New Salesperson for XYZ Computer Co