In the Seven-Step B2B Selling Process, the Selection of Potential

question 54

Multiple Choice

In the seven-step B2B selling process, the selection of potential customers is known as

• A) prospecting.
• B) synchronizing.
• C) articulating.
• D) qualifying.

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Definitions:

Market Segments

Groups of potential customers with similar needs, desires, and characteristics that a company targets with specific products or marketing campaigns.

Segmenting

The process of dividing a larger market into smaller groups or segments with similar needs, characteristics, or behavior, to target marketing efforts more effectively.

Repositioning

The process of changing the market's perception of a product or brand over time to target a new segment or market.

International Market Segmentation

The process of dividing the total market for a good or service into several smaller, internally homogeneous groups across different countries or regions.