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nailat nailat
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Posts: 2268
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7 years ago
A customer is rude to the salesperson during sales calls, requests additional research and market data, and refuses to accept courtesy calls from the salesperson. However, the customer places several large orders for the product from the salesperson. Which statement best explains the customer's discordant behavior?
A) The salesperson represents an inferior product that the customer does not need.
B) The salesperson has used the wrong approach by not establishing rapport with the customer.
C) The customer is not the ultimate decision maker for the account but would like to be.
D) The customer is a directive who dislikes extraneous contact with the salesperson but makes decisions rapidly based on data.
E) The customer is a reflective who cannot concentrate when the salesperson engages in frequent interruptions.
Textbook 
Selling Today: Creating Customer Value

Selling Today: Creating Customer Value


Edition: 13th
Authors:
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NicroNicro
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7 years ago
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nailat Author
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#2
7 years ago
Awesome! Thanks
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