During the prospecting stage, a salesperson needs to identify the good leads and screen out the poor ones through a process known as ________.

Question

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Qualifying involves assessing the potential of a lead and determining whether they are a good fit for the product or service being sold. This process helps the salesperson to focus their efforts on leads that are more likely to convert into customers, rather than wasting time on poor leads.

During the Prospecting Stage, a Salesperson Needs to Identify the Good