'Prospecting' Is the Step in the Selling Process in Which

question 37

Multiple Choice

'Prospecting' is the step in the selling process in which the salesperson ________.

• A)meets the customer for the first time
• B)learns as much as possible about a prospective customer before making a sales call
• C)identifies qualified potential customers
• D)tells the product's 'value story' to the customer
• E)clarifies and overcomes customer objections to buying

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Definitions:

Debits

Accounting entries that increase an asset or expense account, or decrease a liability or equity account, recorded on the left side of an accounting ledger.

Account Receivable

The amount customers are required to pay a company for products or services received but for which payment has not yet been made.

Total Assets

Total assets represent the sum of all assets owned by an entity, including both current and non-current assets, indicating the total resources available to the entity.

Utility Company

A utility company is an organization that provides essential services to the public, such as water, electricity, natural gas, and sewage treatment.