If You Are Engaged in B2B Selling,you Must Pay Attention

question 59

Essay

If you are engaged in B2B selling,you must pay attention to both professional and personal aspects of the potential customer.Create two lists below of some of the information you would research regarding (1)the person on whom you will be calling, (2)the company for which the person works.

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Definitions:

Equity Method

An accounting technique used to record investments in which the investor has significant influence over the investee but does not control it outright, usually indicated by owning 20% to 50% of the investee's equity.

Controlling Interest

Ownership of a portion of a company that is large enough to control or influence decision-making and operations.

Significant Influence

The ability of an investor to affect decisions of the investee in which it holds a significant but not controlling interest, typically through ownership of 20% to 50% of voting shares.

Investee

The entity in which an investment is made, usually implying that the investor has significant influence but not full control over it.