Before approaching a potentially major B2B customer, a salesperson will usually

A) conduct an initial sales presentation to lower-level personnel.
B) estimate the potential commission associated with making the sale.
C) try to find out everything possible about the firm and its needs.
D) ask competitors what they know about the prospect.
E) assess the corporate climate.

Question

Joseph Harold · Accepted Answer

Final Answer : C, Explanation :  Before approaching a potential major B2B customer, a salesperson should try to find out everything possible about the firm and its needs. This helps the salesperson prepare for the meeting, tailor their pitch to the customer's specific needs, and establish themselves as a credible solution provider. Conducting an initial sales presentation to lower-level personnel, estimating potential commission, asking competitors, and assessing corporate climate are all important steps in the sales process, but they typically come after the salesperson has gained a solid understanding of the prospect's needs and potential fit for their product or service.

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