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 are those who have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision. This means that they not only have an interest in buying the advertising, but they also have the necessary funds to do so and the power to make the final decision. Faulkner needs to make sure that the potential customers she sells to meet these criteria to ensure that she is targeting the right audience and not wasting her time and effort on unqualified prospects.

Alice Faulkner Is a Professional Salesperson