A salesperson is prospecting for new customers almost constantly,but is having problems meeting his sales goals.He has consulted with his sales manager,who concludes that once the salesperson has a meeting with a decisionmaker he does quite well and often closes the sale.
-What could the salesperson focus on to better meet his goals?
A)more prospecting to make sure he has a steady supply of potential new customers to present the product to
B)qualifying prospects to make sure that they have the desire and decisionmaking authority to make a purchase
C)presenting to the prospect using a stronger emotional appeal and less logic
D)presenting benefits to the prospect instead of features,and making sure the benefits are as specific as possible
E)working with a more seasoned salesperson from his company to learn techniques for finding more prospects in less time

Question

Quizplus · Accepted Answer

The salesperson should focus on qualifying prospects to ensure they have the desire and authority to make a purchase, which will help him meet his sales goals more effectively.

A Salesperson Is Prospecting for New Customers Almost Constantly,but Is