Bailey Is a New Salesperson for a Textbook Publisher

Multiple Choice

Bailey is a new salesperson for a textbook publisher. She is compiling a list of professors who make textbook buying decisions and plans to contact these professors to determine what texts they are currently using, and if they plan to adopt a new text. Identifying those decision makers who are willing to consider one of her texts is called

A) personal development.
B) sales identification.
C) preliminary sales analysis.
D) prospecting and qualifying.