Carlos is a salesperson for an industrial equipment company. Carlos calls on manufacturers and spends most of his time talking with system operators who work on the factory floor. While CARLOS is able to get the equipment operators interested in his products, he is often unable to make a sale. Craig needs to work on:.
A. Determining other purchase decision influencers.
B. Improving his products.
C. Improving his attitude.
D. His cold canvassing ability.
E. His record keeping

The correct answer is letter "A": Determining other purchase decision influencers.

Explanation:

While engaging prospective buyers into a purchase, salespeople should be aware of what the consumer is looking for. Different consumers have different preferences such as price, brand, quality, technical features, or useful life. Then, once the purchase decision influencer has been identified, clerks must focus on that characteristic to attempt closing the sale.

Thus, Carlos must review his sales speech and pay special attention to what customers are looking for to determine which purchase decision influencer they are related to.

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