HP2-B102 · Question #13

What is the key driver in a transactional type of sale?

The correct answer is A. the customer. In a transactional sale, the customer is the key driver because these are short-term, one-off exchanges where the customer's immediate need or desire initiates and directs the entire purchase. The salesperson's role is largely reactive - responding to what the customer already…

Identify Customer Needs for Printing Solutions

Question

Options

Athe customer
Blong-term planning
Cperceived customer benefits
Dthe product

How the community answered

(16 responses)

A
88% (14)
B
6% (1)
D
6% (1)

Explanation

In a transactional sale, the customer is the key driver because these are short-term, one-off exchanges where the customer's immediate need or desire initiates and directs the entire purchase. The salesperson's role is largely reactive - responding to what the customer already wants rather than shaping the decision.

Why the distractors are wrong:

B (long-term planning) is the opposite of transactional selling, which is single-event focused with no ongoing relationship expected.
C (perceived customer benefits) is a hallmark of consultative or relationship selling, where the salesperson builds a case for value over time.
D (the product) describes a product-push approach, not the transactional model, where the product is almost secondary to the customer's pre-existing intent to buy.

Memory tip: Think of a vending machine - the customer puts in money and picks what they want. No relationship, no long-term plan, no benefits pitch. The customer drives the whole thing.

Topics

#transactional sale#sales strategy#product-driven#sales types

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