Before contacting prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called
A. prospecting.
B. preapproach.
C. approaching the customer.
D. sales training.
E. sales planning.
Answer: B
You might also like to view...
Adjustments for accruals are needed to record a revenue that has been earned or an expense that has been incurred but not recorded
Indicate whether the statement is true or false
The business plan does not help an entrepreneur to obtain financing.
Answer the following statement true (T) or false (F)
Many airlines offer passengers the option to purchase carbon offsets as an environmentally-friendly compensation for their carbon footprint. For example, Delta customers can pay $10 to a fund that plants trees as a way to offset the carbon emissions from the airplane. Some would say Delta is:
A. acting in accordance with recent rulings by the U.S. Supreme Court B. socially responsible C. not ethically motivated D. demonstrating a lack of concern for diversity E. using issue-oriented marketing
A trust that gives the individual establishing the trust the ability to direct income from the trust to his or her spouse over the spouse's life, and then, at the spouse's death, to choose to whom the assets go is called a
A) sprinkling trust. B) Q-TIP. C) A-B trust. D) credit-shelter trust. E) unified credit trust.