Question

As a new salesperson for a textbook publisher, Kylie is creating a list of professors that decide what texts their schools use. She plans to e-mail these schools to determine what texts they are currently using and if they plan to adopt a new text. Identifying those decision makers that are willing to consider one of her texts is called: A. personal development. B. sales identification. C. preliminary sales analysis. D.prospecting and qualifying

Answer 1

Answer: Option D

Explanation: Prospecting is the first step in a selling process. Under this the sales person identifies the potential customers and communicate with them to covert them into current customers.

Similarly, qualifying refers to analyzing the characteristics of a lead to determine if it qualifies as a prospect.

Hence from the above we can conclude that Kylie is performing the function of prospecting and qualifying.