What Is the Primary Purpose of Developing a Customer Profile

question 85

Multiple Choice

What is the primary purpose of developing a customer profile sheet?

• A) Understanding the structure of the company's buying center
• B) Identifying the best strategy to use in a sales call
• C) Narrowing the objective of the sales call
• D) Using visual aids in a sales presentation
• E) Developing rapport with the prospect

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Definitions:

Fixed Expenses

Fixed costs, encompassing rent, salaries, and insurance, that are unaffected by changes in production or sales activity.

Operating Period

The length of time during which a business or a project is expected to operate or carry out its primary operations.

Break-even Sales

The amount of revenue needed to cover all fixed and variable costs, resulting in zero net profit or loss.

Business Division

A distinct part of a large company that operates under the firm's umbrella but focuses on a particular area of business or market segment.