When faced with a challenging group sales dialogue, which tactic should a salesperson employ with respect to communications?
A) value each group member's opinion and use diplomacy to avoid getting caught in disagreements between members
B) determine who the most powerful decision maker within the group is and then focus the majority of selling communications on him or her
C) let group dynamics determine how communications flow between members and do not argue with any group member who appears to have significant influence on the buying decision
D) to ensure an atmosphere of openness, encourage each group member to express an opinion at each stage in the presentation

Question

Quizplus · Accepted Answer

When faced with a challenging group sales dialogue, it is essential to remain diplomatic and value each group member's opinion by encouraging them to express their views. This approach will allow the salesperson to avoid getting caught in disagreements between members and lead to a better outcome for the group as a whole. Focusing too heavily on the most powerful decision-maker may alienate other group members and negatively impact the buying decision. Similarly, letting group dynamics dictate communication can result in confusion and misunderstandings. Encouraging open conversation and participation from all group members will create an atmosphere of collaboration and may reveal valuable insights that can facilitate sales.

When Faced with a Challenging Group Sales Dialogue, Which Tactic