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.In this scenario,Craig needs to:

Question

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.In this scenario,Craig needs to:​

Quizplus · Accepted Answer

Craig needs to identify the decision-makers who have the authority to make the purchase decision. Talking to only the equipment operators may not lead to a sale, as they may not be the final decision-makers. By identifying the decision-makers, Craig can customize his sales pitch and focus on convincing them to buy his products.

Craig Is a Salesperson for an Industrial Equipment Company