Which of the Following Is True with Regard to Prospecting

question 46

Multiple Choice

Which of the following is true with regard to prospecting?

• A) Salespersons meet and greet the buyer.
• B) Salespersons learn as much as possible about the organization.
• C) Salespersons identify qualified potential customers.
• D) Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems.
• E) Salespersons ask for the order, review points of agreement, and offer to write up the order.

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Definitions:

Professional Salesperson's Values

The ethical standards and principles that guide the behavior and decisions of a salesperson in a professional setting.

Code of Ethics

A set of guidelines designed to help professionals conduct their business with integrity and honesty.

Social and Ethical Issues

Considerations that involve the impact of a company's actions on society and the adherence to moral principles.

Preconventional Level of Moral Development

The initial phase of moral development in Kohlberg's theory, where an individual's moral reasoning is based primarily on external consequences and individual needs.