Before salespeople spend much time trying to establish a relationship with a prospective account,it is important to _____ to determine if the company is a legitimate potential customer.

Question

Quizplus · Accepted Answer

Qualifying the prospect is the process of determining if the potential customer has the budget, authority, need, and timeline to make a purchase. This is an important step for salespeople to ensure that they are not wasting their time on prospects who will not become customers. Communicating the sales message, handling objections, and making a sales presentation can all come later in the sales process once the prospect has been qualified. Following up with other customers is not relevant to qualifying a specific prospect.

Before Salespeople Spend Much Time Trying to Establish a Relationship