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:

Disposable Income

The financial scope households possess for spending and saving activities, following income taxes.

APC

The Average Propensity to Consume denotes the percentage of income allocated towards consumption.

Disposable Income

Net disposable financial resources for households focusing on savings and spending post income tax adjustments.

Disposable Income

The budgetary provision for households for saving and spending after income taxes have been processed.