The amount of waste in personal selling is largely related to the type of prospecting used (blind versus lead) and to the speed with which the qualifications of a prospect can be evaluated in the pre-approach stage of the selling process.

Question

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The efficiency of personal selling is significantly influenced by the method of prospecting (blind prospecting involves approaching potential customers without prior knowledge of their interest or need for the product, while lead prospecting involves targeting individuals who have shown interest or fit a specific profile) and how quickly a salesperson can assess a prospect's qualifications and interest level during the pre-approach stage. This impacts the amount of resources and time wasted on unqualified or uninterested prospects.

The Amount of Waste in Personal Selling Is Largely Related