'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:

Cash Flow

The overall aggregation of money movement into and out of a firm, essentially determining its ability to quickly mobilize assets.

Revenues

Revenue obtained through standard business activities, factoring in discounts and allowances for goods returned.

Earnings Per Share

Earnings per share (EPS) is a financial metric that represents the portion of a company's profit allocated to each outstanding share of common stock, serving as an indicator of a company's profitability.

Net Income

The amount of profit a company has left over after all expenses and taxes are deducted from total revenue.