When Qualifying Sales Prospects, Jason Places Each Lead in One

question 161

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 "C" 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 them.
• D) send the lead marketing materials and encourage them to make inquiries if they are interested.

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Definitions:

Processes

A series of actions or steps taken in order to achieve a particular end.

Excuse Game

A behavior pattern where individuals avoid taking responsibility for actions or failures by providing excuses.

My Excuses

An expression used to apologize for mistakes or errors, acknowledging responsibility.

Assertiveness

The quality of being self-assured and confident without being aggressive, allowing individuals to express their thoughts and feelings in a respectful manner.