_____ are meetings in which a salesperson encourages a buyer to discuss tough issues, especially in areas where the salesperson's organization is providing less-than-satisfactory performance.
A) Benchmarking exercises
B) Critical encounters
C) Pipeline meetings
D) Innovative meetings
E) Initial sales encounters

Question

Quizplus · Accepted Answer

Critical encounters are specifically designed for addressing and discussing challenging issues, particularly in situations where the salesperson's company may not be meeting the expectations or performance standards required by the buyer. These meetings aim to openly tackle difficult topics to find solutions and improve the relationship and performance.

_____ Are Meetings in Which a Salesperson Encourages a Buyer