Salespeople determine if prospects have the financial ability and authority to buy through _____.

Question

Quizplus · Accepted Answer

Qualifying is the process of gathering information from prospects to determine if they have a need for the product or service, the financial resources to purchase it, and the authority to make the buying decision. This helps salespeople to focus their efforts on those prospects who are most likely to become customers. Handling objections, approach, and follow-up are important steps in the sales process, but they do not specifically address the financial ability and authority of prospects.

Salespeople Determine If Prospects Have the Financial Ability and Authority