When a salesperson calls on a new business prospect,

Question

Quizplus · Accepted Answer

A salesperson may have trouble identifying all of the buying center members when calling on a new business prospect. Additionally, seeing the purchasing manager first is not always necessary and may depend on the buying process of the organization. Finally, it is likely that the salesperson will encounter a gatekeeper whose job is to screen calls and visitors, so the probability of encountering one is high. Therefore, all of the given alternatives are correct.

When a Salesperson Calls on a New Business Prospect