Susan is a salesperson for ABC company and has trouble prospecting effectively. Approximately 70% of the leads she contacts don't have any influence in the purchase decision process. Sandy is most likely having trouble
A) Communicating with her leads.
B) Selling her product to her leads.
C) Qualifying her leads.
D) Responding to her leads.
E) With her boss.

Question

Quizplus · Accepted Answer

Susan's issue seems to be with qualifying her leads. Qualifying leads means determining if they have the potential to become a customer by seeing if they have a need for the product, if they have the authority to make a purchase, and if they have the budget to do so. If she is contacting leads that don't have any influence in the purchase decision process, it suggests that she isn't effectively qualifying her leads before contacting them.

Susan Is a Salesperson for ABC Company and Has Trouble