David is a drug rep for a pharmaceutical company. He is in the process of prospecting at various medical offices to see who might want to buy his new drug. He goes to an outpatient surgery center within his sales territory, where he speaks with the receptionist about his company and the products they offer. The receptionist says that the surgery center would be very interested in this new drug and has some extra funds available with which to purchase it. David then launches into a full-scale presentation to the receptionist and attempts to close the sale. David is not successful, however, because he forgot which step in prospecting?

Based on the scenario being described within the question it can be said that David was not successful because he forgot to determine purchase authority. In other words he gave the presentation to someone (the receptionist) that does not have any authority to make purchases for the company and is why he was unsuccessful. David needed to find the individual in charge of buying the pharmaceuticals for the company and give him the presentation.

yahayadanjuma55 yahayadanjuma55 · Answer 2 · 2020-03-29T01:03:32+01:00

Answer:

determine purchase authority

Explanation:

From the the issues encountered by David and why he was not successful, it was because he gave his presentation to wrong person which is the receptionist. He should have have look for the or *determine purchase authority* instead of giving his presentation to the receptionist who not is cable of buying the pharmaceuticals. The receptionist does not have the purchase authority that is why he was unsuccessful.