The Step in the Selling Process in Which the Salesperson

question 59

True/False

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called 'qualifying'.

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Definitions:

Earnings Retention

The portion of a company's profits that is not distributed to shareholders as dividends but is kept by the company to reinvest in its core business or to pay debt.

Annual Dividend

represents the total dividend payment a company distributes to its shareholders within a given fiscal year.

Market Value

The cost for buying or selling assets or services in the marketplace at this time.

Constant Rate

A fixed percentage rate applied over a certain period which does not change.