Tim Is a Salesperson Who Often Engages in Cold Calling

question 56

Multiple Choice

Tim is a salesperson who often engages in cold calling because he finds the strategic prospecting process very tedious. He sets up a meeting with one of his prospects through cold calling. After the initial sales dialogue with the prospect, she decides not to purchase the product that Tim is offering. Which of the following is most likely the reason why Tim was unable to make a sale?

• A) He did not give the prospect enough time to think about the purchase.
• B) He failed to practice the hard sell.
• C) He did not have any information about the prospect.
• D) The prospect perceived him as a noncompeting salesperson.
• E) The sales dialogue contained misleading information.

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Definitions:

Incidental Beneficiary

A third party who benefits from a contract between two other parties, despite not being a party to that contract and having no rights to enforce the terms of the contract.

Intended Beneficiary

A person or entity that is not a party to a contract but stands to benefit from the contract's performance.

Obligor

A contractual party who agrees to do something for the other party.

Donee Beneficiary

A donee beneficiary is a third party who benefits from a contract made between two other parties, where the intent is to gift the benefits of the contract to this third party.