_____ involves determining the recognized need, buying power, and receptivity and accessibility of a sales prospect
a. Negotiation
b. Customization
c. Lead reciprocity
d. Lead qualification
ANSWER: d
Lead qualification involves determining the recognized need, buying power, and receptivity and accessibility of a sales prospect. Companies are increasingly using their Web sites and other software to qualify leads.
You might also like to view...
How do service facility location decisions differ from industrial location decisions in terms of the techniques used to analyze them?
What will be an ideal response?
Refer to Table 10-1. Glen Write owns an engineering firm. He asked his employees for
suggestions regarding equipment they thought the firm would need during the next year. They suggested the purchase of eight pieces of equipment. Glen calculated the net present value of each recommendation. Glen estimates that he will have no more than $150,000 to invest next year. Based on NPV, which of the following items should he purchase? A) 1, 2, & 8 B) 2, 3, & 7 C) 1, 2, 3, & 4 D) 7 & 8