One Reason B2B Salespeople Spend Considerable Time Qualifying Potential Customers

question 143

Multiple Choice

One reason B2B salespeople spend considerable time qualifying potential customers is that

• 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:

Milgram Experiment

A psychological experiment conducted by Stanley Milgram in the 1960s to study obedience to authority, where participants were instructed to administer electric shocks to another person.

Stanford University Prison Experiment

A psychological study conducted by Philip Zimbardo in 1971 at Stanford University, where students were assigned roles of prisoners and guards to explore the effects of perceived power.

Generalization

Drawing a conclusion about a certain characteristic of a population based on a sample from it.

Logical Support

The provision of reasons or evidence to justify a claim or argument.