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janderson2000 janderson2000
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6 years ago
When qualifying a prospect, it is important to determine if the person the salesperson is talking to has the authority to buy, and also:
A) if that person is the only person who makes the decision to buy or if it is made by a group of people
B) what purchase code the sale will be assigned in the purchasing process
C) whether that person is used to making purchasing decisions for the organization or not
D) how the person's position will be affected by making the decision to buy or not to buy
E) when the person was given the authority to make purchasing decisions for the organization
Textbook 
Selling Today: Partnering to Create Value

Selling Today: Partnering to Create Value


Edition: 14th
Authors:
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mentment
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janderson2000 Author
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6 years ago
Upwards Arrow Correct again
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