In the context of finding the right person to make a sales call,Neil Rackham suggests that a salesperson should initially try to call on the person who is the:
A) focus of dissatisfaction.
B) focus of receptivity.
C) focus of expertise.
D) focus of power.
E) focus of satisfaction.

Question

Quizplus · Accepted Answer

Neil Rackham suggests that a salesperson should initially try to call on the person who is the focus of receptivity. This is because the person who is most receptive to the message is likely to be more open to listening and considering what the salesperson has to offer, making it a strategic starting point for sales efforts.

In the Context of Finding the Right Person to Make