English to French Other Business/Commerce (general)

• Executive Buyer: concerned about strategic issues.
Executive buyers focus on big-picture, strategic issues.
They do not want to hear about details further down in the organization, like administration, inventory, and logistics.
They look at long-term profits and losses and want help in meeting their strategic goals.
Levels of Interest
Customers usually do not make explicit need statements.
Therefore, the representative must evaluate the customer's level of interest carefully.
They may be in any
one of three different frames of mind:
• NUMB - The customer has no reason to act.
• PAIN - The customer has a need, and it is hurting his
business.
• READY TO ACT - The customer sees the problem and
the solution.
• The representative's task is to move the customer to
the READY TO ACT level of interest.
• Don't spend time talking details; put them in writing