When a Salesperson Calls on a New Business Prospect

question 158

Multiple Choice

When a salesperson calls on a new business prospect,

• A)the salesperson may have trouble identifying all of the buying center members.
• B)the salesperson usually must see the purchasing manager first.
• C)the probability of encountering a gatekeeper is high.
• D)All these answers are correct.

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Definitions:

Short Run

In economics, refers to a period during which at least one input, such as factory size or machinery, is fixed and cannot be changed.

Economic Profit

The variation between total income and total expenditures, encompassing both direct and indirect costs, within a business.

Competitive Market

A competitive market is one where there are many buyers and sellers, so no single participant has significant power to dictate the price of goods or services.

Long Run

A period of time in which all factors of production and costs are variable, allowing for full adjustment to changes.