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,but who had not purchased any.Which of the following questions would be the LEAST important to answer prior to visiting the mining company's headquarters?

Question

Quizplus · Accepted Answer

While reciprocity is an important consideration in sales, it is not the most important question to answer prior to visiting the mining company's headquarters. Understanding the buying objectives, decision makers, stage of the buying decision process, and roles within the buying center are all crucial pieces of information for a successful sales pitch.

Ellis Is Trying to Sell Laser Detection Equipment to a Large