After Determining That a Prospective Customer Is a Good Candidate

question 21

Multiple Choice

After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. What is this step in the sales process known as?

• A) presales research
• B) preliminary planning
• C) precall planning
• D) background checking

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Definitions:

Trade Discount

A reduction on the list price granted by a seller to a buyer based on the volume of the transaction or the buyer's trade status.

Power Saw

A mechanical tool used for cutting through materials like wood, metal, or plastic with a sharp, toothed blade that moves rapidly.

Net Price

The price of a good or service after all discounts, rebates, and allowances have been subtracted from the gross price.

S&P/TSX Index

The S&P/TSX Index is a stock market index that tracks the performance of the largest companies listed on the Toronto Stock Exchange in Canada.