The 'prospecting' step in the selling process includes identifying and ________ the prospects.
A)calling on
B)qualifying
C)preselling
D)making an appointment with
E)approaching

Question

Quizplus · Accepted Answer

The prospecting step involves identifying potential customers or prospects, but it also involves qualifying them to make sure they meet certain criteria, such as having a need for the product or service, the budget to pay for it, and the authority to make the decision to buy. This helps salespeople focus their efforts on those who are most likely to become customers, saving time and increasing the chances of success. The other options listed are all activities that may happen during the sales process but are not specific to the prospecting step.

The 'Prospecting' Step in the Selling Process Includes Identifying and ________