For sales training purposes, some firms use classification methods to categorize buyers according to
A) personality and the buying situation.
B) the buyer's expertise and ease of making sales.
C) the firm's account size and products purchased.
D) their interest in trying new product lines.
E) their level of input to the sales decision.

Question

Quizplus · Accepted Answer

Classifying buyers according to their personality and the buying situation allows salespeople to tailor their approach and communication style to better meet the needs of different types of buyers. This can lead to more successful sales outcomes and build stronger relationships with customers. The other options listed may be factors in segmentation, but personality and situation are the most applicable for sales training purposes.

For Sales Training Purposes, Some Firms Use Classification Methods to Categorize