During the Prospecting Stage, a Salesperson Needs to Identify the Good

question 32

Multiple Choice

During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

• A) closing
• B) satisficing
• C) presenting
• D) qualifying
• E) approaching

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Definitions:

Predictive Research

A research methodology focused on forecasting future events or behaviors by analyzing current and historical data.

Attachment Theory

This is a psychological model that describes the dynamics of long-term and short-term interpersonal relationships between humans.

Caregiver

An individual who provides care or help to someone in need, such as an elderly, child, or person with disabilities, often involving physical, emotional, or logistical support.

Bartholomew's Typology

A classification system for adult attachment styles proposed by Kim Bartholomew, categorizing them into four types.