Salespeople Who Do Not Regularly Prospect Are Operating Under the Assumption

question 61

Multiple Choice

Salespeople who do not regularly prospect are operating under the assumption that:

• A) buying behavior does not remain constant.
• B) buyers prefer talking to the selling firm directly and not its salespeople.
• C) the prospecting process would require them to prepare and plan sales dialogues.
• D) the current business with existing customers will be sufficient to generate revenue even in the future.
• E) buyers are always well informed and do not rely on salespeople for information.

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Definitions:

Book Value

The net value of a company's assets, as recorded on the balance sheet, minus its liabilities and intangible assets.

Equity Capital

Funds raised by a company through the issuance of shares, representing ownership interest in the company.

Share Price

The current market price of a company's share, reflecting its perceived value by investors.

Book Value

The net value of a company's assets less its liabilities and intangible assets.