If a Salesperson Is Looking for Basic Information About a Buyer

question 13

Multiple Choice

If a salesperson is looking for basic information about a buyer, he or she must gather information on the:

• A) likelihood of obtaining a referral from the buyer.
• B) community and organizational involvement of the buyer.
• C) buyer's market knowledge.
• D) competitors of the buyer's company and their market share.
• E) buyer's preferred method of prospecting.

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Definitions:

Thomas Theorem

The sociological theory that situations perceived as real are real in their consequences, emphasizing the importance of perception in social dynamics.

Group Interaction

The exchange of information, ideas, or feelings among members of a group, which influences the group's dynamics and effectiveness.

Unethical

Actions or behaviors that are considered wrong or immoral according to societal or professional standards.

Initiations

The actions or ceremonies that mark the beginning of something, often used in the context of welcoming new members into a group or organization.