Which one of the following statements about organizing knowledge of sales situations and customers into categories is true?
A)Product knowledge is more important than knowledge of sales situations.
B)To be effective, salespeople must treat all customers the same.
C)The benefits of organizing knowledge into categories are unique to personal selling.
D)Most salespeople find three categories are all they need to classify their customers.
E)By developing categories, salespeople free up mental capacity to think more creatively.

Question

Quizplus · Accepted Answer

Organizing knowledge of sales situations and customers into categories allows salespeople to free up mental space, enabling them to think more creatively. This may lead to more effective selling strategies, as well as greater adaptability when facing different customer needs and situations. Product knowledge is important, but it is only one aspect of the overall knowledge and skills needed for successful selling. Treating all customers the same may result in missed opportunities to tailor sales pitches to specific customer needs and preferences. The number of categories needed may vary depending on the salesperson and the industry, but three categories are unlikely to be sufficient in most cases. Finally, while organizing knowledge into categories is important in personal selling, it can also be useful in other types of sales and marketing activities.

Which One of the Following Statements About Organizing Knowledge of Sales