Chad Johnson sells a scanner that converts large documents to an electronic format for editing and printing items up to six feet long and four feet wide.He spends the morning showing his product to the marketing manager of a large department store,which had been identified by his sales force as a prospect.The manager is excited about the idea of being able to have multiple usages of a graphic designed sign.When Chad asks the manager if he is willing to buy,he says,"Though I do all the buying around here,this stuff is way beyond my budget.We never buy such expensive products." Which of the following questions of the qualifying process will help Chad determine the manager as a lead but not a true prospect?

Question

Quizplus · Accepted Answer

Though the manager has the authority to make buying decisions, he lacks the ability to pay because the product is beyond the store's buying budget. As such, he will not qualify as a true prospect. The manager does seem excited about the product and comes across as someone who could be approached favorably. The manager also has a need that can be satisfied by the purchase of the scanner.

Chad Johnson Sells a Scanner That Converts Large Documents to an Electronic