One Reason B2B Salespeople Spend Considerable Time Qualifying Potential Customers

Multiple Choice

One reason B2B salespeople spend considerable time qualifying potential customers is that

A) they want to have absolutely everything in order before approaching a potential customer.
B) it can be costly to prepare and make a presentation to a business customer.
C) too many business buyers at trade shows are really people from competing firms trying to obtain competitive information.
D) independent agents get the best leads; the company sales representatives need to work harder.
E) they want to determine if telemarketing is required.