Craig is a salesperson for an industrial equipment company. Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. Craig needs to work on:

Question

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Craig is able to generate interest in his products, but is unable to close the sale. This suggests that the decision-making process for purchasing industrial equipment involves other influencers who are not present on the factory floor. Craig needs to identify these influencers (such as purchasing managers, budget coordinators, or other decision-makers) and adjust his approach accordingly.

Craig Is a Salesperson for an Industrial Equipment Company