One reason B2B salespeople spend considerable time qualifying potential customers is that
A. it can be costly to prepare and make a presentation to a business customer.
B. they want to have absolutely everything in order before approaching a potential customer.
C. independent agents get the best leads; the company sales representatives need to work harder.
D. they want to determine if telemarketing is required.
E. too many business buyers at trade shows are really people from competing firms trying to obtain competitive information.
Answer: A
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