Alice Faulkner is a professional salesperson. She earns her living by selling advertising for The New York Times newspaper. In addition to selling advertising to her regular accounts, Alice is responsible for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities, Faulkner works hard to make sure
The potential customers she sells to are qualified prospects. How can Faulkner know if the prospects she is selling to are qualified prospects?

Question

Quizplus · Accepted Answer

Qualified prospects are those who have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision. Having money or an interest in buying the advertising does not necessarily make someone a qualified prospect, as they may not be able to make the final decision or have a specific need for the advertising.

Alice Faulkner Is a Professional Salesperson