The portfolio model of classifying prospects involves:
A)assigning each prospect a rating
B)using multiple factors to classify prospects
C)determining where a prospect is in the sales process
D)using a sales forecast to predict which prospects will buy
E)using external industry research

Question

Quizplus · Accepted Answer

The portfolio model of classifying prospects involves using multiple factors, such as the prospect's potential value and likelihood of making a purchase, to categorize them into different groups. This approach helps sales teams prioritize their efforts and allocate resources more effectively. Options A, C, D, and E may be components of the portfolio model, but they are not the defining characteristic.

The Portfolio Model of Classifying Prospects Involves