One Reason B2B Salespeople Spend Considerable Time Qualifying Potential Customers

question 62

Multiple Choice

One reason B2B salespeople spend considerable time qualifying potential customers is

• A)they want to have absolutely everything in order before approaching a potential customer.
• B)it can be costly to prepare and make a presentation to a business customer.
• C)too many business buyers at trade shows are really people from competing firms trying to obtain competitive information.
• D)independent agents get the best leads; the company sales representatives need to work harder.
• E)they want to determine if telemarketing is required.

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Definitions:

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Karl Lashley

An American psychologist and behaviorist well-known for his contributions to the study of learning and memory, and for searching for the engram, the physical embodiment of memory.