Tracy is a salesperson for Zorc Computers and is having trouble getting sales. Her customers consistently bring up need objections, and she is rarely able to overcome them. In this scenario, chances are Tracy:
A) needs to improve her prospecting and qualifying skills.
B) is not spending enough time presenting the features and benefits of the products.
C) needs to find a way to lower the price of the products.
D) does not know the products well enough to sell them.
E) is working with customers who are loyal to a different supplier.
Question 2
The SERVQUAL dimension that is typically noted as the least important by customers is the ____ dimension.
A) tangibles
B) empathy
C) responsiveness
D) assurance
E) reliability
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