It is important to understand how you want the customer to perceive you if you:
Want to position yourself as an expert in your field.
Want to make an impression of knowing your product/service.
Want to make a sale.
Need to make an impression.
That is incorrect, The Correct Answer is C
The Wisdom Behind The Answer
The customer's perception of you determines your fate when trying to secure the sale. Nothing is more powerful than perception when it comes to decision making on the part of the customer. Yes it is important to position yourself as an expert in the mind of the customer, but that is not as important as making the sale. Yes, you want your product known and you want to make an impression, but they are not as important as making a sale. During the sales process the customer develops a perception of you, your product, and your company. If all three are great perceptions, you have a great chance of making the sale.