Kraft Foods recently reorganized its sales force,cut prices on key products,divested itself of lower-margin brands,and closed plants.The activity that has proven most effective has been the reorganization of the sales force.Kraft Food now has one sales force,compared to four originally.Its 3,500 sales staffers are responsible for its entire product portfolio.The sales force works in integrated sales teams organized around product lines and assigned a sales quota.Any new problems encountered by the sales teams are shared with other teams.The sales teams are encouraged to use the AIDA concept (attention,interest,desire,and action).The sales teams are well trained in networking,generating sales leads,sales forecasting,and negotiations.As a result of these changes,two-thirds of the Kraft portfolio showed a significant increase in market shares.
-Refer to Kraft Foods.Which of the following is the identification of those firms and people most likely to buy Kraft products?

Question

Quizplus · Accepted Answer

Prospecting involves identifying potential buyers for a company's products or services. In the given scenario, Kraft Foods' sales force is well trained in networking and generating sales leads, which is an essential aspect of prospecting. Therefore, prospecting is the most suitable option for identifying those firms and people most likely to buy Kraft products.

Kraft Foods Recently Reorganized Its Sales Force,cut Prices on Key