The Sales Person's Act of Searching Out, Collecting, and Analyzing

question 86

Short Answer

The sales person's act of searching out, collecting, and analyzing information to determine the likelihood of the lead being a good candidate for making a sale is called _________________ the sales lead.

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Definitions:

Myers-Briggs Type Indicator

A psychological assessment tool that categorizes individuals into 16 distinct personality types based on preferences in perceiving the world and making decisions.

Sensing-Thinking

A cognitive style in the Myers-Briggs Type Indicator (MBTI) framework that emphasizes concrete, practical, logical, and factual information for decision-making.

Intuitive-Feeling

A personality dimension that reflects a preference for relying on intuition and emotional considerations in decision making.

Self-Concept

A person's self-view, including their thoughts, feelings, and awareness of their own skills and characteristics.