Paula Martin Sells a Scanner That Converts Large Documents to an Electronic

question 79

Multiple Choice

Paula Martin sells a scanner that converts large documents to an electronic format for editing and printing items up to six feet long and four feet wide.She secures an appointment with the marketing manager of a large department store chain,which had been identified by her sales force as a prospect.Her plan is to demonstrate the product's unique features.However,as soon as the meeting starts,the manager says,"I am the regional head for all the buying that this chain does.What made you attempt your sales pitch with me? You should have met one of my subordinates first." Paula is likely to deem the manager as a lead but not a true prospect based on which of the following questions of the qualifying process?

• A) Does the lead have the ability to pay?
• B) Can the lead be approached favorably?
• C) Does the lead have a want or need that can be satisfied by the purchase of the firm's products or services?
• D) Does the lead have the authority to pay?

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Definitions:

Social Interaction

The process by which individuals act and react in relation to others within society.

Jobs

Positions of employment within organizations or industries where individuals perform specific roles and tasks in exchange for compensation.

Intrinsic Motivation

The motivation to participate in activities purely for the enjoyment and fulfillment obtained from the activity itself, rather than for any external incentives.

Extrinsic Motivation

Incentive that is fueled by outside gains like financial earnings, recognition, academic achievement, and commendation.