Part of the customer strategy is understanding how a given customer plans to make a purchase,because:
A)how the customer plans to buy tells us why the customer wants to buy
B)the salesperson also needs to have a strong prospect pipeline and new account base
C)the salesperson won't know what product to sell the customer without knowing the customer's buying process
D)the selling process should be aligned with the buying process to make the sale go smoothly
E)the buying process is something the salesperson should decide,not the customer

Question

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Understanding how a customer plans to make a purchase is important because it allows the salesperson to align the selling process with the buying process, making the sale go more smoothly. Knowing the customer's buying process helps the salesperson identify the most effective sales approach and provide the necessary information to help the customer make a purchasing decision.

Part of the Customer Strategy Is Understanding How a Given