Isaac's Last Visit to a New, Potentially Large Customer Was

question 104

Multiple Choice

Isaac's last visit to a new, potentially large customer was spent entirely on getting to know the buyer in an effort to build rapport and trust, so much so that very little business was discussed during the visit. When attempting to set up an appointment for a return visit, the buyer seemed reluctant to make time in his schedule to see Isaac. What is the most likely reason?

• A) Isaac must not have built as much rapport and trust with this prospective customer as he originally thought.
• B) The buyer did not see any value in continuing a sales dialogue that had no clear purpose or customer focus.
• C) Isaac should have used more need-based questioning techniques in the initial visit.
• D) The buyer was more than satisfied with other forms of marketing communication from the company.

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Definitions:

Internal Control

A process implemented by a company to help ensure the integrity of financial and accounting information, promote accountability, and prevent fraud.

Voucher System

An accounting system that involves the process of creating, approving, and documenting all purchases made by the company through vouchers.

Voucher Register

A comprehensive log that records details of all vouchers issued, including payment information, for accounting and auditing purposes.