Alice Faulkner Is a Professional Salesperson

Multiple Choice

Alice Faulkner is a professional salesperson. She earns her living by selling advertising for The New York Times newspaper. In addition to selling advertising to her regular accounts, Faulkner is responsible for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities, Faulkner works hard to make sure the potential customers she sells to are qualified prospects. How can Faulkner know if the prospects she is selling to are in fact qualified prospects?

A) Qualified prospects have heard of and now have an interest in buying advertising in the newspaper.
B) Qualified prospects are part of an industry that buys advertising in the newspaper.
C) Qualified prospects have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
D) Qualified prospects will participate in the decision to buy the advertising as part of a cross-functional team.
E) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium.