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1. What does the term “qualifying” mean? What are the four basic questions that should be...

1. What does the term “qualifying” mean? What are the four basic questions that should be answered during the qualifying process?

2. What are the most common methods of organizing prospect information?

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Answer #1

1. Qualifying is the process of identifying prospects that appear to need and should be contacted for your product. Each salesperson must set qualifying criteria. This approach involves finding answers to different fundamental questions
• Would my prospect or account need a plan or budget for it?
• Is that prospect or account approved to purchase my product?
• Is there a prospect or account with the financial resources to buy my product?
• Is that prospect or account willing to buy my product?

2. Salespeople offer a wide range of computer-based systems. Companies like Salesforce.com, Oracle, NetSuite, Sage and Microsoft all sell software applications designed to collect and organize knowledge about prospects.
Most of these Sales Force Automation (SFA) Systems or Customer Relationship Management (CRM) Systems, as they are now called, have predetermined categories or fields which contain prospect sales data.

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