In the Context of Gathering Prospect Information to Prepare for Sales

question 55

Multiple Choice

In the context of gathering prospect information to prepare for sales dialogue, which of the following is considered specific information about the selling situation?

• A) The buyer's preferred method of prospecting
• B) The communication style of the prospect
• C) The likelihood of obtaining a referral from the prospect
• D) The buyer's inventory knowledge
• E) The prospect's available budget

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Definitions:

Standards Of Behavior

Established norms and expectations regarding how individuals are supposed to act in specific situations or environments.

Self-Concept

An individual's perception of themselves, including beliefs about their own abilities, appearance, and personality.

Conscience

An internalized slate of standards and principles that constitutes a person’s primary guide to action. May cause feelings of discomfort or distress when the violation of a rule is contemplated or carried out.

TV Privileges

The allowance or permission given to individuals, often children, to watch television as a form of reward or within set limits.