Prospecting refers toGroup of answer choicesthe relationships salespeople establish within their own company to secure resources necessary for sales success.the process through which salespeople identify and engage with new customers or new areas of business with existing customers.the questing process salespeople use when determining customers’ needs.the process sales managers engage in when seeking new sales hires.the service offering salespeople provide postsale.

Why is prospecting so important in sales?Group of answer choicesSalespeople must be able to sell more to their existing customers while also identifying and engaging new customers.Salespeople may lose some of their current customers because they cease operations in the category they sell in.Salespeople may lose some of their current customers because they become dissatisfied.Salespeople may lose some of their current customers because they go out of business.All of these answers are correct. PreviousNext

If a salesperson develops a profile of organizational characteristics shared by current, highly desirable customers, and prioritizes prospects based on their level of similarity with this profile, the salesperson is utilizing a(n)Group of answer choicesideal customer profile.targeting approach.prospect pie chart.customer sketching technique.lead management system.

An offer designed to generate interest in a product or service and a request for additional information results inGroup of answer choicesdirect orders.lead generation.traffic generation.indirect orders.prospecting.

The process of finding and qualifying potential customers is known as ________.Group of answer choicesconsultative sellingconsumer promotionbehavioral targetingtrade promotionprospecting

The first step in the sales process is of: Prospecting Presentation Discussion Closure