In the introduction to Chapter 6, Kevin Davis reinforces the concept of the salesperson as a student. What must a salesperson understand in order to be considered a value-added salesperson?

Question

Quizplus · Accepted Answer

In order to be a value-added salesperson, understanding customer needs and buying environments is crucial. This allows the salesperson to identify potential solutions and offer personalized recommendations to meet the specific needs of the customer. Production capacity, installation and training capacity, and technology used may be important aspects to consider, but they may not directly contribute to the value-added selling approach. Similarly, customer buying behavior and budget are also important considerations, but they may not be enough on their own to differentiate a salesperson as truly value-added.

In the Introduction to Chapter 6, Kevin Davis Reinforces the Concept