One Reason Why B2B Salespeople Spend Considerable Time Qualifying Potential

question 23

Multiple Choice

One reason why B2B salespeople spend considerable time qualifying potential customers is because

• 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) all of these.

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