'Prospecting' is the step in the selling process in which the salesperson ________.
A)meets the customer for the first time
B)learns as much as possible about a prospective customer before making a sales call
C)identifies qualified potential customers
D)tells the product's 'value story' to the customer
E)clarifies and overcomes customer objections to buying

Question

Quizplus · Accepted Answer

Prospecting is the act of identifying and qualifying potential customers, usually done through research and analysis of the target market. This is the first step in finding potential customers to sell to. Meeting the customer for the first time (A) would typically happen later in the selling process, after the salesperson has identified a potential customer. Learning about a prospective customer before making a sales call (B) is a part of the prospecting process, but not the only step. Telling the product's 'value story' (D) and clarifying objections (E) come later in the selling process, after the salesperson has identified a qualified potential customer to sell to.

'Prospecting' Is the Step in the Selling Process in Which