A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step of the selling process.
A) preapproach
B) prospecting and qualifying
C) presentation and demonstration
D) following up
E) overcoming objections

Question

Quizplus · Accepted Answer

The salesperson is prospecting and qualifying potential buyers by contacting them to assess their level of interest and financial capacity. This is the second step in the selling process, which involves identifying potential customers and determining whether they meet the criteria for becoming a qualified prospect.

A Salesperson Who Is Contacting Possible Buyers by Mail or Phone