Ellis is trying to sell laser detection equipment to a large Brazilian mining company.Ellis discovered this prospect when he went looking for customers who use laser equipment similar to what his company manufactures.Which of the following questions would be the LEAST important to answer prior to visiting the mining company's headquarters?

Question

Quizplus · Accepted Answer

Reciprocity is not directly related to the potential sale of laser detection equipment, and therefore would be of lesser importance compared to understanding the buying objectives, roles of the buying center, and major decision makers within the mining company.

Ellis Is Trying to Sell Laser Detection Equipment to a Large