After Compiling a List of Potential Customers, a Salesperson Must

question 203

Multiple Choice

After compiling a list of potential customers, a salesperson must

• A) evaluate whether each prospect is able, willing, and authorized to buy the product.
• B) determine whether or not each prospect is really in his target market.
• C) find and analyze information about each prospect's specific needs and current brand choices.
• D) develop a presentation for each of the potential customers on his list.
• E) contact each of the prospects to get an initial feel for how likely they are to purchase his products.

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Definitions:

Interpersonal Safety

The condition in which an individual feels secure and free from threat or harm in their interactions with others, fostering open communication and trust.

Relatedness Need Category

Pertains to the psychological need to establish and maintain significant relationships with others, feeling connected and belonging within social groups.

Clayton Alderfer

An American psychologist known for developing the ERG theory, which categorizes human needs into existence, relatedness, and growth categories.

Managerial Skills

A set of abilities that includes planning, organizing, leading, and controlling, necessary for effective management.