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.
-What is the particular challenge the salesperson will face when presenting to a group of buyers,one of whom uses and made the original decision to purchase the product,and others who are not familiar with the webconferencing software?
A)The salesperson needs to be able to show the new buyers why the software is working for their company when they may not know a history of how things were before they had it to really understand the benefits.
B)The salesperson needs to be able to be extremely technical for the purchaser while using non-technical language for the new buyers.
C)The salesperson needs to be able to raise the price for the software without offending the current purchaser,knowing that the new buyers will not object to the new pricing.
D)The salesperson needs to be able to explain to the current purchaser why it is important to purchase the software again while not confusing the new buyers about the features of the software.
E)The salesperson needs to be able to explain the software to the new buyers who may have never used it.

Question

Quizplus · Accepted Answer

The salesperson will need to convince the new buyers of the benefits of the software, even though they may not fully understand the history and context in which it was originally purchased. It will be important to explain how the software has improved the operations of the original buyer's company and how it can do the same for the new buyers.

A Company Makes Webconferencing Software with Features That Integrate Directly