Which of the following statements about undifferentiated selling is true?
A)The undifferentiated selling approach is only useful if customers are heterogeneous.
B)Many door-to-door salespeople use this undifferentiated approach.
C)The undifferentiated selling approach allows salespeople to devote time to customers in proportion to the customer's potential value.
D)The undifferentiated selling approach allows salespeople to streamline their precall preparation, and thus, is growing in popularity.
E)If several undifferentiated product groups are sold, different approaches will be needed.

Question

Quizplus · Accepted Answer

Undifferentiated selling involves using the same approach with all customers, regardless of their needs or potential value. This approach is often used by door-to-door salespeople, who have limited time and resources to tailor their approach to each individual customer. Option A is incorrect because undifferentiated selling is useful when customers are homogeneous (similar), not heterogeneous (different). Option C is incorrect because undifferentiated selling does not take into account a customer's potential value. Option D is incorrect because undifferentiated selling is not growing in popularity and does not necessarily streamline precall preparation. Option E is partially correct, as different approaches may be needed if several undifferentiated product groups are sold, but this statement is not specific to undifferentiated selling.

Which of the Following Statements About Undifferentiated Selling Is True