Drew Henson Sells a Scanner That Converts Large Documents to an Electronic

question 74

Multiple Choice

Drew Henson 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.He spends the morning showing his product to the marketing manager of a large department store,which had been identified by his sales force as a prospect.The manager is excited about the idea of being able to have multiple usages of a graphic designed sign.When Drew asks the manager if she is willing to buy,she says,"Though I do all the buying around here and would love to buy this product as it is so stylish and useful,we already have something which serves a similar purpose." Based on which of the following questions of the qualifying process is Drew likely to deem the manager as a lead but not a true prospect?

• 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:

Operating Activities

Actions and transactions related to the core business operations, such as sales and the production of goods or services.

Net Income

The total earnings of a company after subtracting all expenses, taxes, and costs from the total revenue.

Income Taxes Payable

Income Taxes Payable are the taxes that a company owes to the government, which have been incurred but not yet paid, appearing as a current liability on the balance sheet.

Operating Activities

The day-to-day actions related to running a business, encompassing sales, provision of services, and expenses that affect the company's net income.