Why Is the Strategic Prospecting Process Often Viewed as a Sales

question 88

Multiple Choice

Why is the strategic prospecting process often viewed as a sales funnel?

• A) The beginning of the process is very busy with a great deal of slippage.
• B) The funnel shape illustrates the importance of flow-through in prospecting activities.
• C) The conversion of potential sales opportunities into profitable transactions generates a great deal of waste material that must be carried away.
• D) The process reduces a large number of potential sales opportunities into a smaller number of successful sales interactions.

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Definitions:

Informational Influence

The change in beliefs or behavior that occurs when an individual accepts information from others as evidence about reality.

Napkin

A piece of cloth or paper used at the table for wiping the mouth and fingers while eating.

Line Study

A research method involving the analysis of lines in visual artworks or diagrams for scientific or educational purposes.

Group Opinion

The collective viewpoint or judgment formed by a group of people on a particular issue or topic.