Scott Bartello, a salesperson for Lamkin Golf Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

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The process described in the scenario is prospecting, which involves identifying potential customers and evaluating their potential as buyers based on their ability, willingness, and authority to make a purchase. Option A (customer search) is too broad and generic, and option B (preapproach) typically involves preparing for a specific sales interaction with a known prospect. Option C (customer evaluation) could be interpreted as a more detailed analysis of existing customers rather than identifying new ones. Option D (customer pre-approval) is not a standard sales term and is not relevant to the scenario.

Scott Bartello, a Salesperson for Lamkin Golf Products, Develops a List