While Making a Sales Presentation to the Head of a Local

Multiple Choice

While making a sales presentation to the head of a local company,Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines. This adds another 3-4 hours to some trips,and has caused him to miss 10 flights in the previous year. This conversation is:

A) need identification
B) relationship building
C) price negotiation
D) qualifying the prospect
E) post-sales service