Prospecting is the step in the selling process in which the salesperson ________.

Question

Quizplus · Accepted Answer

Prospecting is the process of identifying potential customers who could benefit from the salesperson's product or service. Therefore, option C is the correct answer as it refers specifically to identifying qualified potential customers. Option A is also partially correct as gathering information about a prospective customer can be a part of prospecting, but it is not the only step. Option B refers to the initial meeting with the customer, which may or may not be a part of the prospecting process. Option D and option E refer to other steps in the selling process (value communication and objection handling, respectively) and are not part of the prospecting step.

Prospecting Is the Step in the Selling Process in Which