Web-Star makes Web conferencing software with features that integrate directly into users' back-end systems such as inventory, order processing, shipping, tracking, CRM, and tech support. Using this software, companies can hold internal meetings as well as give sales presentations that allow them to check inventory in real-time and place customer orders during the presentation. Quite often, Web-Star salespeople make sales presentations to prospects using the Web-Star product to show off its capabilities.
-Why is understanding the Web-Star product absolutely essential for a salesperson who uses adaptive selling to sell the teleconferencing software?
A)The salesperson must know the product completely to be able to persuade prospects to purchase it.
B)The salesperson must know the pricing schedule for all products and volumes of sales to give a quote instantly to an interested prospect on the phone.
C)The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect.
D)The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects.
E)The salesperson must know all about the product to be able to explain all the features during a presentation.

Question

Quizplus · Accepted Answer

Since Web-Star's product integrates with users' back-end systems, the salesperson must understand the product well enough to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect. This requires a deep understanding of the product's features and capabilities. Knowing pricing schedules (B), pointing out flaws in competitors' software (D), and explaining all the features during a presentation (E) are also important but not as essential as quickly reevaluating configurations during a sales call.

Web-Star Makes Web Conferencing Software with Features That Integrate Directly