The Step in the Selling Process in Which the Salesperson

question 59

True/False

The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called 'qualifying'.

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Definitions:

Sub-subsidiary

A company that is indirectly controlled by a parent company through another subsidiary, essentially being a 'grandchild' in the corporate family hierarchy.

Circular Shareholdings

A corporate structure where companies possess shares in one another in a closed loop, complicating the assessment of true economic ownership and control.

Corporations Act

Legislation that governs the operations of corporations, their formation, financial reporting, governance, and dissolution, often detailing the legal responsibilities of a company’s management and board of directors.

Non-controlling Interest

The portion of equity ownership in a subsidiary not held by the parent company, reflecting interests not directly controlled by the parent.