One Reason Why B2B Salespeople Spend Considerable Time Qualifying Potential

question 23

Multiple Choice

One reason why B2B salespeople spend considerable time qualifying potential customers is because

• A) they want to have absolutely everything in order before approaching a potential customer.
• B) it can be costly to prepare and make a presentation to a business customer.
• C) too many business buyers at trade shows are really people from competing firms trying to obtain competitive information.
• D) independent agents get the best leads; the company sales representatives need to work harder.
• E) all of these.

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Definitions:

Incarceration

The act of confining someone in a prison or similar facility.

Compensatory Damages

Compensatory Damages are awarded in civil lawsuits as a monetary compensation to the plaintiff for losses or injuries suffered due to the defendant's actions.

Breach of Contract

The failure to perform as specified in a contract without a legitimate legal excuse.

Statute of Frauds

A legal concept that requires certain types of contracts to be executed in writing and signed by the party to be charged, in order to be enforceable.