If an industrial salesperson makes her first call on an employee at a client's company who is most likely willing to listen and provide valuable information,she is most likely calling on 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

The focus of receptivity is the employee at the client's company who is most likely willing to listen and provide valuable information. This individual may not have decision-making power, but they have valuable insights and can help the salesperson gather information about the company's needs and challenges.

If an Industrial Salesperson Makes Her First Call on an Employee