Question

While it is important to gain information on the prospect, it is relatively unimportant to gain any information on the prospect’s organization prior to initiating sales dialogue.ANS:FPTS:1DIF:Difficulty: EasyREF:p. 124-125OBJ:LO: 5-5

Answer 1

Answer:

FALSE.

Explanation:

This statement can be considered false, because it is important to know essential aspects of the prospect before starting the sales dialogue.

In addition to obtaining basic information about the client, it is relevant for the company to know the prospect's organization.

We can define the prospect as the one who, for the company, has the ideal customer profile, but who has not yet shown interest in consuming its products and services.

Therefore, knowing information about it, about its basic and complex characteristics will help the organization to develop sales and marketing strategies aimed at attracting the prospect.