One reason B2B salespeople spend considerable time qualifying potential customers is because
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 whether telemarketing is required.
Answer: B