Before approaching a potentially major B2B customer,a salesperson will usually

Question

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Before approaching a potential major B2B customer, a salesperson should try to find out everything possible about the firm and its needs. This will enable the salesperson to better understand the company's pain points and offer solutions that are tailored to their needs. It will show the prospect that the salesperson has done their homework and is serious about doing business with them. A sales presentation to lower-level personnel may not give the salesperson the necessary information to make a successful sale, and asking competitors for information is unethical. Having current customers contact the prospect is not a professional approach. Estimating the potential commission should not be the first priority when approaching a potential major B2B customer.

Before Approaching a Potentially Major B2B Customer,a Salesperson Will Usually