Furman sells health insurance packages for small businesses. He has been given the names of ten new businesses in his town. During the qualifying leads stage of the selling process, Furman will likely try to assess which of the ten businesses

Question

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During the qualifying leads stage, Furman's main objective should be to identify which businesses actually need health insurance and are able to afford it. This will save him time and effort as it is pointless to try and sell health insurance to a business that does not require it or cannot afford it, regardless of their willingness to meet with him.

Furman Sells Health Insurance Packages for Small Businesses