Brad Wilson 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 Brad asks the manager if she is willing to buy,she says,"No,all purchases must be made through our purchasing department." Which of the following questions of the qualifying process will help Brad determine the manager as a lead but not a true prospect?

Question

Quizplus · Accepted Answer

The manager might or might not have the ability to pay depending on the department store's budget. The manager seems 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. The manager lacks the authority to pay. As such, she will not qualify as a true prospect.

Brad Wilson Sells a Scanner That Converts Large Documents to an Electronic