The sales person for Western Metal Fabricators has found a customer who is interested in buying aluminum railing for a sports arena that is currently in the planning stage. Before the sales person can continue with the selling process, he must first determine whether the customer has the purchasing power and the authority to buy. In other words, the sales person has to engage in:

Question

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Qualifying involves determining whether a potential customer has the need, purchasing power, and authority to buy a product or service. In this scenario, the salesperson is trying to ascertain if the customer has the authority and financial capability to purchase aluminum railing, which is a process of qualifying the customer.

The Sales Person for Western Metal Fabricators Has Found a Customer