Before Approaching a Potentially Major B2B Customer, a Salesperson Will

question 117

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)assess the corporate climate.

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Definitions:

Budgeted Income Statement

A financial statement that projects income, expenses, and net profit for a future period based on management's expectations and budgeting process.

Sales Budget

A detailed forecast of anticipated sales, often forming the basis for the company's production and marketing plans.

Merchandise Purchases Budget

A financial plan detailing the amount to be spent on acquiring inventory for sale during a certain period.

Budgeted Balance Sheet

A financial statement that projects the financial position of a company at a future date, based on estimated revenues, expenses, and capital expenditures.