When prospecting,a salesperson needs to collect two kinds of sales intelligence on the prospect,the prospect as an individual and:
A)the prospect as a centre-of-influence.
B)the prospect as an opinion leader.
C)the prospect's business.
D)the prospect as a referral.
E)the prospect as a reference group.

Question

Quizplus · Accepted Answer

Collecting information about the prospect's business is crucial for the salesperson to tailor their pitch and solution to the specific needs and challenges of the prospect's organization. Knowing the prospect as an individual, such as their interests and hobbies, can also help build rapport, but it is not as important as understanding their business. The other options (A, B, D, E) are not as relevant to gathering sales intelligence on the prospect.

When Prospecting,a Salesperson Needs to Collect Two Kinds of Sales