When a salesperson calls on a new business prospect,

Question

Quizplus · Accepted Answer

A) It can be difficult to identify all members of the buying center, especially in larger organizations where decision-making is dispersed among multiple individuals.
B) It is likely that the salesperson will need to speak with the purchasing manager or procurement department in order to begin the sales process.
C) It is common for gatekeepers, such as receptionists or assistants, to be present in order to screen calls and visitors for higher-level executives. The salesperson will need to navigate past them in order to reach the relevant decision-makers.

When a Salesperson Calls on a New Business Prospect