What is a serious limitation of the mental states, or formula, approach to personal selling?
A) lack of customer orientation
B) prospects getting locked in to one mental state
C) salespeople who stop planning sales calls
D) lack of structure in the sales interaction

Question

Quizplus · Accepted Answer

The mental states approach tends to focus more on the salesperson's mindset rather than the customer's needs and wants. This can lead to salespeople being less customer-oriented and more focused on following a formula.

What Is a Serious Limitation of the Mental States, or Formula