Yara 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 Yara will

Question

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Yara has identified a potential customer and needs to establish goals for meeting with them. Meeting with the customer face-to-face will allow Yara to assess the customer's needs in detail, clarify any questions, and show the customer the advantages of her system. This will help Yara develop a better relationship with the customer and increase the possibility of making a sale. Option A is not the best choice because evaluating alternative systems available from competitors is irrelevant at this point. Option B is also not the best choice because sending a list of frequently mentioned objections and responses to each can make Yara appear defensive and could push a potential customer away. Option C is not the best choice because it is not clear whether Yara wants to contact the customer yet. Option E is not the best choice because offering a first-time discount before even meeting with the customer may not be the best business decision.

Yara Has Identified an Attractive Potential Customer for Her Biodiesel