When Prospecting,a Salesperson Needs to Collect Two Kinds of Sales

question 56

Multiple Choice

When prospecting,a salesperson needs to collect two kinds of sales intelligence on the prospect,the prospect as an individual and:

• A)the prospect as a centre-of-influence.
• B)the prospect as an opinion leader.
• C)the prospect's business.
• D)the prospect as a referral.
• E)the prospect as a reference group.

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Definitions:

Transmit Message

The process of conveying information or meaning from one entity or group to another through the use of mutually understood signs and semiotic rules.

Corporate Grapevine

The corporate grapevine is the informal and unofficial communication network within an organization, through which information, rumors, and gossip spread.

Effective Communication

The exchange of information in a way that is accurately received and understood by all parties involved.

Knowledge Management

The process of creating, sharing, using, and managing the knowledge and information of an organization to achieve objectives.