A firm must define its product in terms of what it can do for a customer before beginning its prospecting effort.

Question

Quizplus · Accepted Answer

Defining the product in terms of its benefits to the customer is essential for effective prospecting. By understanding how the product can solve the customer's problem or meet their needs, the seller can tailor their approach and create a more compelling value proposition. Without this understanding, the prospecting effort may be ineffective or misaligned with customer needs.

A Firm Must Define Its Product in Terms of What