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.
-A salesperson for the webconferencing software company is presenting to a group of buyers at a current client.One of the buyers was responsible for the original purchase of the software,while the others are not familiar with it.What will be a factor the salesperson must keep in mind when planning the call?
A)playing on the feelings the original buyer has for the software
B)finding out who is the primary decisionmaker to know how to balance the presentation
C)presenting to the current buyer and not to the buyers who are not familiar with the software
D)ensuring that the new buyers understand all the features of the software even if this is repetitive for the current buyer
E)the customer may want a discount for repeat business

Question

Quizplus · Accepted Answer

Knowing who the primary decision maker is will allow the salesperson to tailor the presentation to their specific needs and priorities, while still providing enough information for the other buyers to understand the software's capabilities. Playing on the feelings of the original buyer or focusing only on the current buyer may not be effective for convincing the other buyers to make a purchase, and offering a discount for repeat business may not be relevant in this context. Ensuring that the new buyers understand all the features of the software is important, but this can be achieved by balancing the presentation with the interests of the primary decision maker in mind.

A Company Makes Webconferencing Software with Features That Integrate Directly