From a Sales Manager's Perspective, What Is the Essential Difference

question 57

Multiple Choice

From a sales manager's perspective, what is the essential difference between a sales lead (suspect) and a sales prospect?

• A) The sales prospect is currently buying from a competitor and therefore has a need.
• B) The sales lead has more potential to become an actual customer.
• C) The sales prospect has a higher probability of becoming an actual customer.
• D) The sales lead fits the ideal customer profile of the target market.

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Definitions:

Job Characteristics Model

A framework that proposes that five core job dimensions lead to critical psychological states, affecting motivation, job satisfaction, and job performance.

Growth Need Strength

The extent to which people desire to achieve higher-order need satisfaction by performing their jobs.

Core Job Characteristic

Fundamental attributes that affect an individual's work motivation, satisfaction, and performance, such as skill variety, task identity, and autonomy.

Hackman And Oldham

A theory proposed by Richard Hackman and Greg Oldham that suggests job design can influence employee motivation, satisfaction, and performance through five core job dimensions.