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.

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

If you are working a trade show and an individual steps into your booth to have a conversation with you about the products and/or services your company sells, this individual would be categorized as aGroup of answer choiceshot prospect.hot lead.cold lead.cold prospect.target.

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.

Segments are groups of products directed at targeted customersGroup of answer choicesTrueFalse

Understanding what the customer wants and values is an important first step in identifying your competitors.Group of answer choicesTrueFalse