Grackin Corporation is pushing into a new county in which they are not well-known already,as they are in their current territories.As part of this new push,the sales director decides to use a strategy of aggressive cold-calling by the salespeople.
-The sheer number of prospects a sales representative cultivates does not indicate the quality of the sales representative's pipeline.Why?
A)A sales representative's pipeline is higher quality if more of the prospects will end up buying than if they will not.
B)Prospects are not valuable unless they are qualified,so a representative with fewer total prospects but all of them qualified is better off than one with more prospects but fewer qualified ones.
C)Of all the prospects in a sales representative's pipeline,the only ones of value are the ones that can make referrals to other buyers.
D)Prospects are more valuable at different points in the pipeline,so it is impossible to determine the value of a sales representative's pipeline.
E)A sales representative who works harder to convince prospects to buy will have a more valuable pipeline than one who simply tries to fill prospects' needs.

Question

Quizplus · Accepted Answer

The quality of a sales representative's pipeline is based on the number of qualified prospects rather than the sheer number of prospects. A representative with fewer total prospects but all of them qualified is better off than one with more prospects but fewer qualified ones. Therefore, aggressive cold-calling does not necessarily lead to a higher quality pipeline.

Grackin Corporation Is Pushing into a New County in Which