Bailey is a new salesperson for a textbook publisher. She is compiling a list of professors who make textbook buying decisions and plans to contact these professors to determine what texts they are currently using, and if they plan to adopt a new text. Identifying those decision makers who 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

Prospecting involves researching potential buyers and choosing the ones most likely to buy. The selection process is called qualifying.

Bailey Is a New Salesperson for a Textbook Publisher