When would a salesperson use the undifferentiated selling approach?
A)his company has a single target market
B)his customers are heterogeneous
C)the product line is varied and has different uses
D)he does not have time to make distinctions among the various accounts in the territory
E)the customer needs are different and customized presentations are required

Question

Quizplus · Accepted Answer

The undifferentiated selling approach would be used when the salesperson's company has a single target market. This approach involves treating all customers in the same way, without making distinctions based on their individual needs or characteristics. If the salesperson's customers are heterogeneous (B), have different needs (E), or require customized presentations, the differentiated or consultative selling approach would be more appropriate. If the product line is varied and has different uses (C), the salesperson may need to use a combination of different selling approaches to effectively sell to different segments of customers. Finally, if the salesperson does not have time to make distinctions among accounts (D), they may need to prioritize their sales activities based on factors like account potential and likelihood of closing a sale.

When Would a Salesperson Use the Undifferentiated Selling Approach