Question

Rachel is a salesperson who engages in strategic prospecting on a regular basis. Which of the following is most likely a reason why Rachel prospects regularly?

Group of answer choices

She needs to clearly understand the specifications of the products and services her company offers.

She knows that her existing customers can be acquired by another firm.

She needs to perfect sales dialogues with her prospective clients.

She needs to practice applying the hard-sell approach.

Answer 1

Answer: She needs to clearly understand the specifications of the products and services her company offers.

Explanation:

Strategic prospecting is the process designed to identify, qualify and prioritize sales opportunities and whether they represent potential new customers or opportunities to generate additional business from the existing customers. A prospect is a person who meets the qualification criteria established by the company or the sales person. While finding the prospect, the sales person may have to make sales presentation to multiple decision makers and answer the question of whether the product meets the company specification. Hence the sales person should have the knowledge on specifications of the products and services the company offers. So Rachel prospects regularly to clearly understand the specifications of the products and services her company offers. Other options given are not the reason for Rachel to prospect regularly.