Which question must a salesperson ask when developing a service strategy?

When developing a service strategy, the question "For what are we best known?" is crucial because it directly relates to the organization's brand identity and strengths in the marketplace. Understanding what the company is recognized for helps the salesperson tailor their service strategy to align with customer expectations and leverage those strengths. It provides insight into the core competencies that can be highlighted in interactions with clients, guiding the development of service offerings that resonate with customers and differentiate the company from competitors.

This understanding allows salespeople to focus their efforts on enhancing those areas where the company excels, ensuring that they communicate effectively with clients about the value they provide. Knowing the company’s reputation also helps in establishing trust with potential clients, as they are more likely to engage with a brand that is known for specific qualities or services.

In contrast, while revenue goals, target markets, and product decisions are important for overall business strategy, they serve different functions. Revenue goals are focused on financial targets, target markets define customer demographics, and product decisions affect offerings but do not directly inform the service strategy. Thus, understanding the company's unique selling proposition is foundational for building a coherent and effective service strategy.