When determining whether the prospect has the means and authority to make a purchase,the salesperson must find out:
A)Whether the prospect can and will make a purchase.
B)How much effort and investment might be needed to see the purchase through to completion.
C)Neither A nor B.
D)Both A and B.

Question

Quizplus · Accepted Answer

Both options A and B are important considerations for a salesperson to determine whether a prospect has the means and authority to make a purchase. A salesperson must determine if the prospect is capable and willing to make a purchase (means) and also determine how much effort and investment is required to close the deal (authority). By understanding both factors, a salesperson can determine the best approach to move the sale forward and maximize their chances of success.

When Determining Whether the Prospect Has the Means and Authority