The Process of Qualifying Prospects Includes Answering Which of the Following

question 54

Multiple Choice

The process of qualifying prospects includes answering which of the following questions?

• A)Is this the senior executive?
• B)Does the prospect know who the decisionmaker is in the organization?
• C)Can the prospect make the buying decision?
• D)Can the prospect pay in cash for the purchase?
• E)Has the prospect purchased anything similar before?

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Definitions:

Kitchen Debate

A series of informal exchanges in 1959 between U.S. Vice President Richard Nixon and Soviet Premier Nikita Khrushchev, highlighting the ideological differences between the U.S. and the Soviet Union.

Geneva Accords

The agreement reached in 1954 that temporarily divided Vietnam into North and South zones and called for national elections to reunify the country.

Consumer Culture

A social and economic order that encourages the acquisition of goods and services in ever-increasing amounts, often defining success and happiness in terms of material possession.

Eisenhower Doctrine

A Cold War policy proclaimed by President Dwight D. Eisenhower in 1957, promising military or economic aid to any Middle Eastern country needing help in resisting communist aggression.