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?
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.
1. What does the term “qualifying” mean? What are the four basic questions that should be...
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What does the financial term ‘liquidity’ mean in the accounting sense of the term? What other financial term is typically used alongside of it? How is it defined? Caution: do not use an accounting textbook’s definition of these terms. Discuss the two factors causing many if not most American corporations to be illiquid and possibly insolvent today?
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