What is customer segmentation?

In general, business development is another name for traditional sales.

________ in one territory may cause you to lose sales in other territories.

Which of the following functions generally does NOT fall under business development?

What is one way to gather primary data?

Many deals are lost due to the perception that the vending organization does not understand the needs of the client organization. What percentage of potential clients think that way?

When should a salesperson back off from a prospect?

Which of the following is NOT a common pitfall when finalizing segments?

Why are breakfast meetings ideal for closing deals?

A customer is interested in a fixed price of $2M for a service offering. The salesperson has $2.2M as his lowest price. How should he go about closing the deal?

What type of question should you ask once you've determined your customer personas?