search for and qualification of potential customers during the personal selling process is referred to as the __________ stage.

Question

Quizplus · Accepted Answer

Prospecting is the process of identifying and qualifying potential customers during the personal selling process. This stage involves searching for potential customers who exhibit characteristics that make them likely buyers and assessing their needs, wants, and ability to make a purchase. Customer mining, lead initiation, cold calling, and gleaning may be part of the prospecting stage, but they are not the primary focus.

Search for and Qualification of Potential Customers During the Personal