Which of the following is true with regard to prospecting?
A) Salespersons meet and greet the buyer.
B) Salespersons learn as much as possible about the organization.
C) Salespersons identify qualified potential customers.
D) Salespersons tell the "value story" to the buyer, showing how the company's offer solves the customer's problems.
E) Salespersons ask for the order, review points of agreement, and offer to write up the order.
C
You might also like to view...
The disbursement float is the amount of time that elapses between depositing the debtor's check
in an account and the check clearing the account. Indicate whether the statement is true or false
This excerpt comes from an article titled "Bartlett Likes Convertibles" in the October 7, 1991, issue of BondWeek, p
7: "Bartlett & Co is selectively looking for opportunities in convertible bonds that are trading cheaply because the equity of the issuer has dropped in value, according to Dale Rabiner, director of fixed income at the $800 million Cincinnati-based fund. Rabiner said he looks for five-year convertibles trading at yields comparable to straight bonds of companies he believes will rebound." Discuss this strategy for investing in convertible bonds.