In the context of finding the right person to make a sales call,Neil Rackham suggests that the focus of dissatisfaction leads to the:
A) focus of receptivity.
B) focus of power.
C) focus of reciprocity.
D) focus of expertise.
E) focus of satisfaction.

Question

Quizplus · Accepted Answer

Neil Rackham, in his work on sales, suggests that identifying the focus of dissatisfaction within an organization can lead you to the focus of power. This is because the person who is most concerned with solving a particular problem is often the one who has the authority or influence to make decisions related to that problem.

In the Context of Finding the Right Person to Make