Before making a sales call, the salesperson should first qualify an account, which means the account should meet the firm's credit standards.
Answer the following statement true (T) or false (F)
False
Salespeople must be sure that their prospects are qualified to make the purchase decision, and they must determine whether sales to these accounts are large enough to allow for an adequate return on time invested. Qualified does not relate to credit standards.
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Brand equity is not as important in business-to-business markets because pricing is often the primary decision variable
Indicate whether the statement is true or false
Researchers studying the behavioral approach determined that leadership is composed of two general kinds of behaviors: ______.
A. directive and supportive B. task and relationship C. directive and authoritative D. supportive and authoritative
In accounting for sales on consignment, sales revenue and the related cost of goods sold should be recognized by the
a. consignor when the goods are shipped to the consignee. b. consignee when the goods are shipped to the third party. c. consignor when notification is received the consignee has sold the goods. d. consignee when cash is received from the customer.
Fraud in the inception is a type of personal defense
Indicate whether the statement is true or false