Paolo sells telephone systems for medium and large businesses. He's just heard through the grapevine that InfoTech, a company with about 500 employees, will soon be in the market for a new telephone system, and he would love to land the account. Which of the following organizational factors is least likely to help Paolo earn this business?

Question

Quizplus · Accepted Answer

Understanding InfoTech's proposed budget is important, but it is the least likely factor to directly help Paolo earn the business compared to understanding their purchasing process, identifying key decision makers, and knowing what decision makers look for in a proposal. These latter factors more directly influence Paolo's ability to tailor his approach and proposal to meet InfoTech's specific needs and decision-making criteria.

Paolo Sells Telephone Systems for Medium and Large Businesses