Your new-business sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?

Question

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It is common for salespeople to have to approach many qualified customers before making a sale, as not all qualified customers will have a need or desire to purchase the product or service. Option A is unlikely as prospects are potential customers who have not yet been qualified, so the number of prospects will always be greater than the number of qualified customers. Option B is not necessarily true as the sales force may prioritize which prospects to call on first based on factors such as likelihood to purchase or potential value of the sale. Option D is incorrect as the preapproach stage is before actual customer contact and does not involve contacting all researched customers. Option E is not applicable as order takers typically do not engage in prospecting or new business sales activities.

Your New-Business Sales Force Is Responsible for Prospecting and Qualifying