In the introduction to Chapter 3, Calvin Carson, customer value manager for International Paper, recognized that the company required salespeople who could add value to the customer interaction. Which of the following would best assist with this?
A) understand the customer's business strategy
B) understand when the customer needs the product
C) understand the competition's offering
D) understand the impact on your bonus

Question

Quizplus · Accepted Answer

Understanding the customer's business strategy allows salespeople to tailor their approach and solutions to align with the customer's goals and needs, thereby adding significant value to the interaction.

In the Introduction to Chapter 3, Calvin Carson, Customer Value