Question

Kylie is a new salesperson for a company that publishes college textbooks. she is currently developing a list of professors at colleges in her sales district that teach courses that might make use of one or more of the books her company publishes. she then plans to determine which of these professors are involved in the textbook selection process so that she can visit them in the near future. the task kylie is performing is known as:

Answer 1

prospecting and qualifying is somewhat like planning and laying a foundation. Finding leads or people who might be prospects is the most vital part of the selling process you can't make a sale without identifying the people to whom you'll be selling.