Alice Faulkner is a professional salesperson.She earns her living by selling advertising for The New York Times newspaper.In addition to selling advertising to her regular accounts,Alice is responsible for generating new advertising accounts for the newspaper.In order to fulfill her responsibilities,Faulkner works hard to make sure the potential customers she sells to are qualified prospects.How can Faulkner know if the prospects she is selling to are qualified prospects?

Question

Quizplus · Accepted Answer

Qualified prospects need to have a need for the advertising, be able to afford it, and have the authority to make the purchase decision. While options A and B are important criteria, they are not sufficient on their own to define a qualified prospect. It is important for Faulkner to make sure that the prospects she sells to meet all three criteria in order to maximize her sales effectiveness.

Alice Faulkner Is a Professional Salesperson