"Prospecting and Qualifying" is the step in the selling process in which the salespersonmeets the customer for the first timelearns as much as possible about a prospective customer before making a sales callidentifies potential customerstells the product's "value story" to the customerclarifies and overcomes customer objections to buying

A prospector in sales is the person who has the responsibility to acquire new customers through…

Answered: "Prospecting and Qualifying" is the…

Principles Of Marketing

17th Edition

ISBN:9780134492513

Author:Kotler, Philip, Armstrong, Gary (gary M.)

Publisher:Kotler, Philip, Armstrong, Gary (gary M.)

Chapter1: Marketing: Creating Customer Value And Engagement

Section: Chapter Questions

Problem 1.1DQ

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