When sales representatives decide how to allocate their scarce time among prospects and customers, it is called:

Question

Quizplus · Accepted Answer

The act of deciding how to allocate time among prospects and customers is referred to as targeting. Prospecting is the act of identifying potential customers, while servicing is the act of providing ongoing support to existing customers. None of these options fit the given scenario as well as targeting.

When Sales Representatives Decide How to Allocate Their Scarce Time