One Reason B2B Salespeople Spend Considerable Time Qualifying Potential Customers

question 143

Multiple Choice

One reason B2B salespeople spend considerable time qualifying potential customers is that

• 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) they want to determine if telemarketing is required.

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Definitions:

Relief

A positive emotional state resulting from the removal or avoidance of a stressful or unpleasant situation.

Comprehensive Exam

An examination designed to assess broad-based knowledge and understanding within a field, often used as a milestone in graduate programs.

A State

A particular condition or situation at a specific time.

B State

A term that can refer to various conditions or states of being, depending on its context, but without a single, widely-accepted definition in psychology or biology.