Salespersons Often Try to Quantify the Benefit or Value of Their

question 17

Multiple Choice

Salespersons often try to quantify the benefit or value of their product to the prospect.Which of the following statements is often true when dealing with business buyers?

• A)business buyers tend to have backgrounds in accounting
• B)business buyers see quantified benefits/value as an implied guarantee
• C)business buyers tend to be bottom-line focused
• D)business buyers find it easier to re-sell products with higher margins
• E)business buyers need to strategize everything in a long-term and a short-term basis

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Definitions:

Managing Accounts Receivables

The process of overseeing the money owed to a business by its customers, ensuring timely collection and managing credit risk.