What Would Occur at the Preapproach Stage in an Industrial

question 83

Multiple Choice

What would occur at the preapproach stage in an industrial selling situation?

• A)The order getter would make initial contact with the order taker.
• B)The initial meeting would occur and business would be discussed.
• C)The buying role of the prospect, important buying criteria, and the prospect's receptivity to a presentation would be determined.
• D)The search for and qualification of prospects.

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Definitions:

Internal Controls

Procedures and mechanisms implemented by a company to ensure the integrity of financial and accounting information, promote accountability, and prevent fraud.

Fraud

Intentional deception made for personal gain or to damage another individual.

Sarbanes-Oxley

A U.S. federal law enacted to protect investors by improving the accuracy and reliability of corporate disclosures, made in response to financial scandals.

Public Confidence

The level of trust and belief that the general public has in the stability and integrity of a financial market, institution, or economy.