The __________ refers to the first step in the PSP, wherein salespeople find leads and qualify them on four criteria: need, authority, money, and eligibility to buy.
A) approach
B) preapproach
C) prospecting
D) close

Question

Quizplus · Accepted Answer

Prospecting is the first step in the Personal Selling Process (PSP) where salespeople identify potential customers (leads) and qualify them based on need, authority, money, and eligibility to buy.

The __________ Refers to the First Step in the PSP