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:

Horizontal Hypermobility

The frequent geographical movement or relocation of individuals, typically for work reasons, across similar levels of socioeconomic status.

Lateral Job-Changes

Movements or transfers to different positions at the same level of hierarchy within an organization, often to gain broader experience.

The Precariat

A social class formed by people suffering from precarity, which is a condition of existence without predictability or security, affecting material or psychological welfare.