Clearwater Hampers Is a Small British Company That Sells Luxury

Multiple Choice

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." In planning a preapproach for a multinational corporation, Peter Austin should first:

A) consider the types of gifts used in the industry in which the prospect operates.
B) develop customer features, advantages, and benefits.
C) determine a sales call objective.
D) conduct a vendor analysis.
E) identify and analyze its buying center.