Unlike consumer-focused salespeople, business-focused salespeople _.
Group of answer choices
call on other companies to sell their products
shorten the sales process time
require customers to come directly to a retail store
do not travel to customer locations
The Correct Answer and Explanation is :
Correct Answer: call on other companies to sell their products
Explanation:
The key distinction between consumer-focused salespeople and business-focused salespeople lies in their target audience and selling approach. Consumer-focused salespeople generally cater to individual customers or end-users, while business-focused salespeople, often referred to as B2B (business-to-business) salespeople, target organizations, companies, or institutions as their customers.
Here’s why the correct answer is “call on other companies to sell their products”:
- Target Market:
Business-focused salespeople specialize in selling products or services to other businesses rather than individual consumers. Their customers are companies that may use the purchased products for operations, manufacturing, or resale. - Sales Process:
In B2B sales, the process is typically more complex and involves building relationships with key decision-makers in other companies. It often requires face-to-face meetings, proposals, negotiations, and presentations tailored to the needs of the business. - Traveling to Client Locations:
Unlike the incorrect options, B2B sales often involve visiting client offices, attending industry events, or traveling to potential client sites. This personal engagement is crucial for building trust and demonstrating the value of the product or service. - Retail Stores Are Irrelevant:
Unlike consumer-focused sales, B2B transactions rarely happen in retail stores. Instead, they are conducted in offices, trade shows, or virtually. - Sales Process Time:
The claim that business-focused salespeople “shorten the sales process time” is misleading. B2B sales cycles are generally longer than B2C (business-to-consumer) cycles due to the need for approval from multiple stakeholders.
In summary, the core responsibility of business-focused salespeople is to proactively reach out to other companies and develop tailored solutions to meet their needs, distinguishing them from consumer-focused counterparts.