Ellis Is Trying to Sell Laser Detection Equipment to a Large

question 144

Multiple Choice

Ellis is trying to sell laser detection equipment to a large Brazilian mining company.Ellis discovered this prospect when he went looking for customers who use laser equipment similar to what his company manufactures,but who had not purchased any.Which of the following questions would be the LEAST important to answer prior to visiting the mining company's headquarters?

• A) What are the buying objectives of the mining company?
• B) Who are the major people involved in making the decision within the mining company?
• C) What kind of reciprocity will be demanded by the mining company?
• D) At what stage of the buying decision process is the mining company?
• E) What role does each member play in the mining company's buying center?

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