Andrian Bartello, a salesperson for Lamkin Office Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called

Question

Quizplus · Accepted Answer

The process of developing a list of potential customers and evaluating them on the basis of their ability, willingness, and authority to purchase is called prospecting. This is the initial stage of the selling process where the salesperson identifies and evaluates potential customers to determine whether they are qualified leads for the company's products or services. The other options, such as customer search, preapproach, and customer evaluation, are also part of the selling process, but they do not specifically refer to the stage of prospecting.

Andrian Bartello, a Salesperson for Lamkin Office Products, Develops a List