When would a salesperson use the undifferentiated selling approach?
A) his company has a single target market
B) his customers are heterogeneous
C) the product line is varied and has different uses
D) he does not have time to make distinctions among the various accounts in the territory
E) all of these choices are correct

Question

Quizplus · Accepted Answer

The undifferentiated selling approach is used when a company has a single target market, meaning that all customers have similar needs and preferences. This approach assumes that all customers will respond to the same sales message, and therefore the salesperson does not need to tailor their approach to individual customers.

Note: The other options (B, C, D, and E) all suggest scenarios where customers have varying needs and preferences, and therefore a different sales approach would be more appropriate.

When Would a Salesperson Use the Undifferentiated Selling Approach