What is qualifying? What are the basic questions that a salesperson should ask in the qualifying process?
What will be an ideal response?
Qualifying is the process of identifying prospects that appear to have a need for your product and should be contacted. The following questions should be addressed:
* Does the prospect or account have a need for my product?
* Does the prospect or account have the authority to buy my product?
* Does the account or prospect have the financial resources to buy my product?
* Does the prospect or account have the willingness to buy my product?
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Discuss the process of persuasion
What will be an ideal response?
Which of the following is a reason why nations set up import controls?
A) to prevent the imposition of antidumping duties B) to prevent foreign companies from destroying home industries C) to reduce the flow of foreign currency coming into the home country D) to prevent unfriendly nations from obtaining sensitive goods