Tara has identified an attractive potential customer for her biodiesel home power system. She knows the customer is concerned about the environment and has considerable financial resources. The customer is also a respected leader among wealthy environmentalists in the area. Next Tara will

Question

Quizplus · Accepted Answer

After identifying an attractive potential customer, the next step for Tara should be to establish goals for the meeting with the customer. This will ensure that she has a clear idea of what she wants to achieve and can tailor her approach and presentation accordingly. Evaluating alternative systems from competitors and sending a list of objections and responses can come later in the sales process, after initial contact has been made with the customer. Inviting others to the first meeting and offering a first-time discount are not appropriate steps to take at this stage.

Tara Has Identified an Attractive Potential Customer for Her Biodiesel