Craig is a salesperson for an industrial equipment company.Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale.Craig needs to work on:

Question

Quizplus · Accepted Answer

While Craig is able to generate interest from equipment operators, he is not able to make a sale, suggesting that there may be other decision influencers involved in the buying process. By determining who these influencers are, Craig can tailor his sales approach to better address their needs and concerns, ultimately increasing his chances of closing a sale. Improving his products, attitude, cold canvassing ability, or record keeping may be helpful in other ways, but they are not likely the root cause of his difficulty in closing sales.

Craig Is a Salesperson for an Industrial Equipment Company