Which of the following reflects why it is important for salespeople to qualify prospects prior to making the initial sales call?
A) Qualifying helps to reduce the amount of time salespeople spend calling on prospects who could never become customers.
B) Qualifying prospects increases the probability that the prospect will become a customer.
C) Qualifying prospects helps the salesperson separate those prospects who are more likely to buy from those who are less likely to buy.
D) Qualifying prospects provides salespeople with feedback regarding the effectiveness of their prospecting methods.
E) All of the above reflect why prospecting is important.

Question

Quizplus · Accepted Answer

All of the listed reasons highlight the importance of qualifying prospects prior to making the initial sales call. Qualifying saves time and effort by focusing only on the most promising prospects, increases the chances of converting a prospect into a customer, helps in segmenting prospects based on buying potential, and provides feedback to salespeople for improving their prospecting methods.

Which of the Following Reflects Why It Is Important for Salespeople