Grackin Corporation Is Expanding into a New Territory in Which

question 71

Essay

Grackin Corporation is expanding into a new territory in which they are not as well-known as they are in their current territories. As part of this new push, the sales director decides to use a strategy that involves making aggressive cold-calls and hosting frequent educational seminars.
-After an educational seminar,Grackin sales representatives are excited because they experience a major increase in the number of potential prospects. However,Anita,the Grackin sales manager,makes the following statement to the sales team:"The sheer number of prospects a sales representative cultivates does not necessarily indicate the quality of the sales representative's pipeline."What does Anita most likely mean?
A)A sales representative's pipeline is considered high quality when it contains prospects in multiple industries.
B)Prospects are only valuable if they are qualified,so a few qualified prospects are better than many unqualified ones.
C)Of all the prospects in a sales representative's pipeline,the only ones of value are the ones that make referrals to other buyers.
D)Prospects are more valuable at different points in the pipeline,so it is impossible to determine the value of a sales representative's pipeline.
E)A sales representative who works harder to convince prospects to buy will have a more valuable pipeline than one who simply tries to fill prospects' needs.

• A)A sales representative's pipeline is considered high quality when it contains prospects in multiple industries.
• B)Prospects are only valuable if they are qualified,so a few qualified prospects are better than many unqualified ones.
• C)Of all the prospects in a sales representative's pipeline,the only ones of value are the ones that make referrals to other buyers.
• D)Prospects are more valuable at different points in the pipeline,so it is impossible to determine the value of a sales representative's pipeline.
• E)A sales representative who works harder to convince prospects to buy will have a more valuable pipeline than one who simply tries to fill prospects' needs.

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