Prospecting Is the Step in the Selling Process in Which

question 119

Multiple Choice

Prospecting is the step in the selling process in which the salesperson ________.

• A) gathers information about a prospective customer before making a sales call
• B) meets the customer for the first time
• C) identifies qualified potential customers
• D) tells the product's "value story" to the customer
• E) clarifies and overcomes customer objections to buying

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Definitions:

Mortality Rates

A measure of the number of deaths in a particular population, scaled to the size of that population, per unit of time.

Income

The monetary payment received for goods or services, or from other sources, as rents or investments.

Real Output

Measures the quantity of goods and services produced, adjusted for inflation, to reflect the actual physical output.

Diminishing Returns

Diminishing returns is an economic principle stating that as more investments or resources are added to a production process, the incremental gain in output will eventually decrease if all other factors remain constant.