Sandy is a salesperson who has trouble prospecting effectively. Most of the leads she contacts do not make a purchase. Sandy would not have wasted so much of her time if she had collected more information about the leads. Given this information, it can be said that Sandy most likely needs to spend time:
A) cold calling her leads.
B) preparing sales dialogues.
C) qualifying her leads.
D) practicing the hard sell.
E) gaining inventory knowledge.

Question

Quizplus · Accepted Answer

Sandy's issue stems from contacting leads that do not result in sales, indicating she is not effectively identifying leads with a genuine interest or need for her product. Qualifying her leads means she would spend time gathering information to assess their potential as customers, thereby increasing her efficiency and success rate.

Sandy Is a Salesperson Who Has Trouble Prospecting Effectively