Alice Faulkner Is a Professional Salesperson

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, Faulkner 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 in fact qualified prospects?

A) Qualified prospects only have an interest in buying advertising in the newspaper.
B) Qualified prospects only have the money to buy advertising in the newspaper.
C) Qualified prospects have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
D) Qualified prospects only have the authority to make the decision to buy the advertising.
E) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.