Prospecting should prioritize potential customers based on their likelihood to make a purchase, and a system should be used to allocate the sales rep's time accordingly. Following a few leads and spending the same amount of time with each prospect are not effective strategies for successful prospecting. Referring to the selection of the firm's target market is too broad of a definition for prospecting.

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"Prospecting

Question 255

Multiple Choice

"Prospecting:"

A) involves following a few leads in the target market.
B) should require a sales rep to spend the same amount of time with each prospect.
C) refers to selection of the firm's target market.
D) should use a system for allocating time to potential customers based on their potential.
E) None of these alternatives is correct.

Correct Answer: