In Seeking and Qualifying Leads, It Is Important to Recognize

question 93

Multiple Choice

In seeking and qualifying leads, it is important to recognize that

• A) the job of developing prospects belongs to the entire company, not just the sales force.
• B) responsibility for these activities should be totally assumed by individual salespeople.
• C) current and previous customers should not be contacted for additional leads.
• D) the sales force should always use selected-lead searching as opposed to random lead generation.

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Definitions:

IKEA

A multinational conglomerate known for its ready-to-assemble furniture, kitchen appliances, and home accessories, recognized for its cost-efficient products and innovative supply chain practices.

CVP

Customer Value Proposition, a business or marketing statement that describes why a customer should buy a product or use a service, highlighting the unique value the product or service provides.

FedEx

A U.S.-based international courier corporation renowned for its expedited shipping service and for developing a tracking system offering immediate updates on the whereabouts of parcels.

BMC Component

An essential element of the Business Model Canvas, a strategic management tool for developing new or documenting existing business models.