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werstlingbum werstlingbum
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5 years ago
The sales director discovers that salespeople have been discussing competitors in an effort to introduce doubt about competing products to prospects. Why has this backfired?
A) Discussing competitors makes the prospects wonder why the salespeople are so interested, and the prospects do research on the competitors.
B) Prospects assume that the salespeople must be representing the competing companies, so they send their orders in to the incorrect companies.
C) The insecurity that leads the salespeople to discuss their competitors with prospects also prevents the salespeople from asking for the sale.
D) Prospects cannot understand the nuances of the competing features of the products until they have used both products.
E) Salespeople are inadvertently discussing the benefits of competing products instead of the ways in which they fall short of their own products.
Textbook 
Selling Today: Partnering to Create Value

Selling Today: Partnering to Create Value


Edition: 14th
Authors:
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hootanniehootannie
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5 years ago
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werstlingbum Author
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#2
5 years ago
TY!
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#3
5 years ago
You're welcome
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