_____ systems free sales representatives from the time-consuming task of following up on leads to determine need, buying power, and receptiveness

a. Prequalification

b. Database mining
c. Referral

d. Cold calling

ANSWER: a

Prequalification systems free sales representatives from the time-consuming task of following up on leads to determine need, buying power, and receptiveness. Lead qualification involves determining the recognized need, buying power, and receptivity and accessibility of a sales prospect.