A company has developed a calendar/messaging/paperwork center that helps working mothers organize their families' schedules and paperwork.All the mothers who have tried it have loved it,and it is priced comparably to normal planners,although it offers much more.
-A company that has been selling successfully to consumers for 30 years sees an opportunity to move into the business market.What should the sales director of the company do before sending salespeople out to call on these new business buyers?
A)make sure the salespeople have talked to businesspeople before
B)ask the salespeople to rehearse the standard customer presentation so they sound as polished as possible when they present to business buyers
C)review very carefully the pipeline to adjust the sales forecast using the normal sales cycle for customers and adding in the business prospects
D)ensure that the sales representatives are clear on which customers belong in their territory
E)research the buying process of the new business customers to understand how it is different from consumer customers

Question

Quizplus · Accepted Answer

Before entering a new market segment, it is essential to research the buying process of the new business customers to understand how it is different from consumer customers. This will help the sales director tailor the sales strategy and approach in a more effective manner. This step will also help identify potential roadblocks that may hinder sales and enable the sales team to better address them during the sales process.

A Company Has Developed a Calendar/messaging/paperwork Center That Helps Working