What is the primary purpose of developing a customer profile sheet?
A) Understanding the structure of the company's buying center
B) Identifying the best strategy to use in a sales call
C) Narrowing the objective of the sales call
D) Using visual aids in a sales presentation
E) Developing rapport with the prospect

Question

Quizplus · Accepted Answer

A customer profile sheet can be a guide for determining the appropriate strategy to use in contacting each customer. The salesperson should review as much relevant information as possible regarding the firm, the buyer, and individuals who influence buying decisions in order to develop a customized presentation.

What Is the Primary Purpose of Developing a Customer Profile