The practice of learning as much about the people and organization a salesperson will be working with takes place when ________
A) prospecting
B) qualifying
C) preparing
D) identifying
E) generating
Answer: C
Explanation: In preparing for this research phase, the sales staff tries to learn more about the people and organizations they will be contacting regarding their buying needs, their motives for buying, and the names of current suppliers. The salesperson then establishes specific objectives to achieve during the sales call, which vary depending on where the buyer is in the decision cycle.
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Mini-Case Question. If the total sales revenue generated was $100 million, the marketing ROS would be equal to the ________
A) marketing and sales expenses B) marketing ROI C) operating income D) net marketing contribution E) general and administrative expenses
Large groups have the greatest potential for conflict
Indicate whether the statement is true or false