In order for prospecting by people other than salespeople to work,a firm must have in place:
A)A formal mechanism by which information collected can be disseminated to the sales force.
B)A good email system.
C)A means of giving credit to the person who collected the information.
D)A salesforce that works well with others.

Question

Quizplus · Accepted Answer

A formal mechanism for information dissemination is crucial for prospecting by non-salespeople to be effective. If the information collected is not properly communicated to the sales force, the prospects may slip through the cracks, and opportunities may be missed. Therefore, having a formal dissemination mechanism ensures that the information collected is promptly shared with the sales force to convert the prospect into a customer.

Answer: C
 Giving credit to the individual who collects the information is essential as it motivates them to continue prospecting. Salespeople should be rewarded for their efforts, and giving them credit will boost their morale, leading to better results. This will also foster a healthy competitive spirit among the sales force, ultimately resulting in higher sales.

In Order for Prospecting by People Other Than Salespeople to Work,a