As a new salesperson for a textbook publisher, Kylie is creating a list of professors that decide what texts their schools use. She plans to e-mail these schools to determine what texts they are currently using and if they plan to adopt a new text. Identifying those decision makers that are willing to consider one of her texts is called:
A) personal development.
B) sales identification.
C) preliminary sales analysis.
D) prospecting and qualifying.

Question

Quizplus · Accepted Answer

The process that Kylie is going through is known as prospecting and qualifying, which involves identifying potential customers and determining their needs and level of interest in a product. By creating a list of professors who decide what texts their schools use, and then contacting them to determine if they are open to considering a new text, Kylie is engaging in prospecting and qualifying to find potential customers who may be interested in purchasing her company's textbook.

As a New Salesperson for a Textbook Publisher, Kylie Is