The situation you face determines which approach technique you should use to begin your sales presentation to a client.Often, many situational variables impact the situation you will face.Which of the following is NOT a common situational variable identified in the textbook?
A)the type of product you're selling
B)whether this is a repeat call on a customer you've called on before
C)whether the prospect is aware of a problem
D)your sales call objective
E)your degree of knowledge about the customer's needs

Question

Quizplus · Accepted Answer

The sales call objective is not a situational variable; it is a goal set by the salesperson. Situational variables are external factors that can influence the approach, such as the type of product, customer familiarity, problem awareness, and knowledge of customer needs.

The Situation You Face Determines Which Approach Technique You Should