In Which Step of the Prospecting Process, Leads and Prospects

question 140

Multiple Choice

In which step of the prospecting process, leads and prospects are evaluated based on the "MAD" questions?

• A) Lead generation
• B) Qualifying a lead
• C) Lead development
• D) Preapproach
• E) Approach

---

Definitions:

Business Operation

The day-to-day activities and tasks necessary for a company to function and achieve its business objectives.

Life Cycle

Describes the series of phases that a product, organization, or system goes through from initial conception to its eventual decline.

Entrepreneurial Firms

Companies that engage in significant innovations, undertake considerable risk, and aggressively pursue opportunities, typically in a quest to grow.

Management Competencies

The skills, knowledge, and abilities required by managers to effectively perform their roles within an organization.