If a salesperson does not know the basics about a prospect's company,then the:
A) prospect will not meet the salesperson at all.
B) prospect's receptionist will prevent the salesperson from meeting the prospect.
C) prospect may justifiably refuse to take the deal forward.
D) salesperson may begin to experience a phenomenon called "analysis paralysis."
E) salesperson should make "getting the deal" the formal objective of the first sales call.

Question

Quizplus · Accepted Answer

If a salesperson does not know the basics about a prospect's company, the prospect may justifiably refuse to take the deal forward. It is important for the salesperson to do basic research on the prospect's company before making the first sales call to establish credibility and build trust. Without knowledge of the prospect's company, the salesperson may not be able to effectively communicate how their product or service can address the prospect's needs and may not be taken seriously.

If a Salesperson Does Not Know the Basics About a Prospect's