After Determining That a Prospective Customer Is a Good Candidate

question 136

Multiple Choice

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. This step in the sales process is known as:

• A) presales research.
• B) prospecting.
• C) precall planning.
• D) qualifying.

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Definitions:

Moral Absolutism

The thesis that at least some moral values and rules are universal. See absolutism.

Cultural Relativism

The view that cultures, as a matter of fact, have different views about what is morally right and wrong.

Ethical Relativism

A philosophical viewpoint suggesting that moral principles are valid only relative to specific social, cultural, or personal contexts.

Kant

Immanuel Kant, an 18th-century German philosopher who is known for his work on deontological ethics, the theory of knowledge, and aesthetics.