Tracy is a salesperson for Zorc Computers and is having trouble making sales. Her customers consistently bring up need objections, and she is rarely able to overcome them. In this scenario, it is most likely that Tracy:
A) needs to improve her prospecting and qualifying skills.
B) is not spending enough time presenting the features and benefits of the products.
C) needs to find a way to lower the price of the products she is selling.
D) does not know the products well enough to sell them.
E) is working with customers who are loyal to a different supplier.

Question

Quizplus · Accepted Answer

Tracy's consistent encounter with need objections suggests she may not be targeting the right prospects who actually need the products, indicating a need for better prospecting and qualifying skills.

Tracy Is a Salesperson for Zorc Computers and Is Having