The Search for and Qualification of Potential Customers During the Personal

question 286

Multiple Choice

The search for and qualification of potential customers during the personal selling process is referred to as

• A) prospecting.
• B) customer mining.
• C) lead initiation.
• D) cold calling.
• E) filtering.

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Definitions:

Competitive Advantage

The attribute that allows an organization to outperform its competitors, such as cost, product quality, or customer service.

Low-Cost Producer

A business strategy aimed at becoming the most cost-efficient manufacturer in an industry to gain a competitive advantage.

High-Cost Producer

An entity that produces goods or services with higher operational costs compared to its competitors.

"Me Too" Strategy

A business approach where companies mimic successful products or services, aiming to capture a share of an established market.