Salespersons often try to quantify the benefit or value of their product to the prospect.Which of the following statements is often true when dealing with business buyers?
A)business buyers tend to have backgrounds in accounting
B)business buyers see quantified benefits/value as an implied guarantee
C)business buyers tend to be bottom-line focused
D)business buyers find it easier to re-sell products with higher margins
E)business buyers need to strategize everything in a long-term and a short-term basis

Question

Quizplus · Accepted Answer

Business buyers tend to be bottom-line focused, meaning they are primarily concerned with the financial impact a product or service will have on their business. Quantifying the benefit or value of a product in terms of financial savings or increased revenue is therefore important when selling to business buyers. Statements A, B, D, and E are not necessarily true for all business buyers.

Salespersons Often Try to Quantify the Benefit or Value of Their