A company makes webconferencing software with features that integrate directly into users' back-end systems such as iinventory,order processing,shipping,tracking,CRM,and tech support systems.Using this software,companies can hold internal meetings as well as giving sales presentations that allow them to check inventory in real-time and place customer orders during the presentation.Quite often,salepeople for the software company make sales presentation to prospects using their own software to show off its capabilities.
-Of the following,which would be most important for a salesperson to discover to tailor the presentation to the prospect's specific needs and not just the general benefits of the webconferencing software?
A)The prospect's budget for the purchase.
B)How familiar the prospect is with webconferencing software in general.
C)Whether the director of sales at the prospect company is familiar with webconferencing software.
D)Whether the prospect has used paid webconferencing software or only free webconferencing software before.
E)What kinds of clients the prospects presents to and how the typical presentation uses the prospect's back-end systems.

Question

Quizplus · Accepted Answer

Understanding the prospect's specific client base and how they use their back-end systems will allow the salesperson to tailor the presentation to show exactly how the software's features can benefit the prospect in their specific business. This information will be more valuable than the prospect's budget, familiarity with webconferencing software, or the opinion of the director of sales. The question of whether the prospect has used paid or free webconferencing software before may also be helpful but is not as crucial as understanding the prospect's specific needs.

A Company Makes Webconferencing Software with Features That Integrate Directly