Unlock document.
This document is partially blurred.
Unlock all pages and 1 million more documents.
Get Access
49) One reason B2B salespeople spend considerable time qualifying potential customers is that
A) they want to have absolutely everything in order before approaching a potential customer.
B) it can be costly to prepare and make a presentation to a business customer.
C) too many business buyers at trade shows are really people from competing firms trying to
obtain competitive information.
D) independent agents get the best leads; the company sales representatives need to work harder.
E) they want to determine if telemarketing is required.
50) Fred sells health insurance packages for small businesses. He has been given the names of
ten new businesses in his town. During the qualifying leads stage of the selling process, Fred will
likely try to assess which of the ten businesses
A) would respond best to a sales contest.
B) are closest to his office.
C) need health insurance packages and can afford them.
D) have order getters and order takers.
E) are willing to meet with him.
