The Process of Qualifying a Sales Prospect Includes

question 93

Multiple Choice

The process of qualifying a sales prospect includes:

• A) gathering information about the prospect to make initial contact go more smoothly.
• B) determining a potential customer's needs, financial resources eligibility to purchase, and purchase authority.
• C) defining the company's product in terms of what it can do for the customer.
• D) making the initial contact with the prospect.

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Definitions:

Internalization

The process of integrating or absorbing knowledge, beliefs, values, or behaviors into one's own perspective or organizational practices.

Trial

An evaluation period or test run of a product or service to assess its viability or effectiveness before a wider launch or implementation.

Evaluation

The process of assessing or appraising the quality, importance, or value of something.

IMC Program

A strategic plan that uses integrated marketing communication tools and tactics to ensure consistent messaging and branding across all consumer touchpoints.