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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Definitions:

Demand Curve

A visual chart that illustrates the connection between a product's price and the amount of it consumers want to buy.

Stock Market

A marketplace where securities such as stocks and bonds are bought and sold.

Elasticity

A measure of how much the quantity demanded or supplied of a good responds to a change in one of its determinants, such as price.

Expected Utility

A theory in economics that quantifies how individuals choose between probabilistic scenarios with different outcomes, based on their predicted utility.