Steve, a salesperson for XYZ Computer Co.has just finished uncovering and confirming that his prospective customer needs 50 new computers that offer high quality graphics.During his presentation, Steve should:
A) Secure the buyer's agreement that his computers have the lowest price on the market.
B) Secure the buyer's agreement that his computers offer high quality graphics.
C) Try to convince the buyer that having high quality graphics isn't all that important.
D) Talk about the graphic capabilities of his computers and then offer a quantity discount.
E) Both a and c

Question

Quizplus · Accepted Answer

Steve should secure the buyer's agreement that his computers offer high quality graphics since that is the customer's identified need. Option A focuses on price, which is not the stated need, and option C attempts to convince the buyer to change their stated need, which is not a good approach. Option D is partially correct by discussing the graphic capabilities of his computers but also offers a quantity discount, which may not be the customer's focus.

Steve, a Salesperson for XYZ Computer Co