Brad Wilson Sells a Scanner That Converts Large Documents to an Electronic

question 65

Multiple Choice

Brad Wilson 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 Brad asks the manager if she is willing to buy,she says,"No,all purchases must be made through our purchasing department." Which of the following questions of the qualifying process will help Brad determine 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 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:

Production Facilities

Industrial sites or buildings where goods are manufactured or assembled.

Consumer Demands

The needs or desires of consumers for products or services that drive the market demand.

Parallelism

The use of components in a sentence that are grammatically the same, or similar in construction, sound, meaning, or meter.

Transportation Costs

Expenses associated with the movement of goods or individuals from one location to another, including fares, fuel, and maintenance.