If a Salesperson Does Not Know the Basics About a Prospect's

question 24

Multiple Choice

If a salesperson does not know the basics about a prospect's company,then the:

• A) prospect will not meet the salesperson at all.
• B) prospect's receptionist will prevent the salesperson from meeting the prospect.
• C) prospect may justifiably refuse to take the deal forward.
• D) salesperson may begin to experience a phenomenon called "analysis paralysis."
• E) salesperson should make "getting the deal" the formal objective of the first sales call.

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Definitions:

Allocation

The process of distributing resources or goods among various uses or people in a systematic way.

Market For Butter

The venue or environment where buyers and sellers interact to trade butter, determined by factors like price, quality, and availability.

Price Floor

A government or group-imposed price control that sets the minimum allowable price a seller can charge for a product or service.

Binding Price Ceilings

A legally imposed maximum price on goods or services that is below the equilibrium price, causing shortages and rationing.