Which of the Following Reflects Why It Is Important for Salespeople

question 16

Multiple Choice

Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?

• A) Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers.
• B) Qualifying prospects increases the probability that the prospect will become a customer.
• C) Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy.
• D) Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods.
• E) All of the above reflect why prospecting is important.

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Definitions:

Analytical Intelligence

One of the components of Sternberg's triarchic theory of intelligence, focusing on problem-solving abilities and logical reasoning.

Sternberg's Theory

A psychological theory of love that categorizes types of love according to three components: intimacy, passion, and commitment.

Academic Ability

The capability to perform tasks and solve problems that require learning and intellectual skills, often measured in educational settings.

Practical Intelligence

The ability to solve everyday problems through skilled reasoning that relies on tacit knowledge.