Roland is surprised when one of the members of his sales team begins telling the prospect about all of the other products his company offers. Roland recognizes this is not consistent with the customer value proposition guideline of:
A)being specific
B)reflecting the issues that the buyer is concerned with
C)being tied to the prospect's mission statement
D)having member of the sales team being highly knowledgeable about the value proposition
E)sharing the value proposition with both senior and middle managers

Question

Quizplus · Accepted Answer

The customer value proposition guideline of reflecting the issues that the buyer is concerned with means focusing on the specific needs and concerns of the prospect rather than talking about unrelated products or services. The sales team member's behavior of talking about other products is not aligned with this guideline.

Roland Is Surprised When One of the Members of His