(Solved) Craig is a classic emotive salesperson—friendly, interested in people, excited about the product ...

Craig is a classic emotive salesperson—friendly, interested in people, excited about the product he sells, and ready to sell to anyone who wants to buy. His sales manager cautions him to consider how he will approach the buyer for a major client, who is known to be blunt, humorless, and focused only on quality assurance reports and pricing. What aspect of Craig's normal approach should he consider altering the most?
A) Craig should consider lowering the prices he offers to this buyer from the beginning in order to make the sale.
B) Craig should consider presenting features instead of benefits, since the buyer will not respond to anything emotional.
C) Craig should consider advanced information-gathering to discover what the buyer's hobbies and interests are to be able to discuss them at the first sales call.
D) Craig should consider pulling back on the relationship-building moves, since the buyer is not interested in personal rapport.
E) Craig should consider waiting longer to ask for the close than he usually does to give the buyer adequate time to think thoroughly through the decision.

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Craig is a classic emotive salesperson—friendly, interested in people, excited about the product ...

Selling Today: Creating Customer Value

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