Pierre is a new salesperson for Ace Computer Co. and is responsible for business-to-business sales. Because he transferred from the engineering staff, Pierre knows better than any other salesperson the technical specifications and performance statistics of the computers he sells. Unfortunately, Pierre is relatively unfamiliar with how businesspeople use the computers on a day-to-day basis. Which type of knowledge does Pierre need to work on?
A) industry
B) competitor
C) technical
D) market and customer

Question

Quizplus · Accepted Answer

Pierre needs to work on his market and customer knowledge, specifically understanding how businesspeople use the computers on a day-to-day basis. While his technical expertise is valuable, it is not the most important skill for a salesperson in business-to-business sales. Industry and competitor knowledge may also be important, but given the information provided, market and customer knowledge is the most pressing concern for Pierre.

Pierre Is a New Salesperson for Ace Computer Co