When a Salesperson Calls on a New Business Prospect

question 102

Multiple Choice

When a salesperson calls on a new business prospect,

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

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Definitions:

Operating Costs

Expenses associated with the operation of a business, including costs of goods sold and administrative expenses.

Annual Cash Inflows

The total amount of money, often from sales, investments, or financing, that flows into a company over a year.

Discount Rate

The interest rate used to discount future cash flows of a financial instrument, in order to determine its present value.

Salvage Value

The expected end-of-life residual value of an asset.