Before Approaching a Potentially Major B2B Customer,a Salesperson Will Usually

question 95

Multiple Choice

Before approaching a potentially major B2B customer,a salesperson will usually

• A) conduct an initial sales presentation to lower-level personnel.
• B) estimate the potential commission associated with making the sale.
• C) try to find out everything possible about the firm and its needs.
• D) ask competitors what they know about the prospect.
• E) have current customers contact the prospect and assess the management environment.

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