When Qualifying Sales Prospects, Jason Places Each Lead in One

question 104

Multiple Choice

When qualifying sales prospects, Jason places each lead in one of four baskets ranging from A to D with A as the best leads and D as the worst. Using this method of categorization, the appropriate strategy for "B" leads would be:

• A)do nothing currently, but monitor the lead for possible future changes.
• B)contact the lead using telemarketers.
• C)have one of the firm's salespeople make a sales call to them.
• D)send the lead marketing materials and encourage them to make inquiries if they are interested.

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Definitions:

Revenue Recognition

The accounting principle that dictates the specific conditions under which revenue is recognized and reported on the financial statements.

Percentage-of-Completion Method

An accounting method used to recognize revenues and expenses of long-term projects proportionately with the degree of completion.

IFRS

A collection of accounting standards known as International Financial Reporting Standards, developed by the International Accounting Standards Board, which directs the global preparation of financial statements.

Selling Goods

The act of transferring physical products or merchandise to a buyer in exchange for money or other compensation.