Why Is the Strategic Prospecting Process Often Viewed as a Sales

Multiple Choice

Why is the strategic prospecting process often viewed as a sales funnel?

A) The beginning of the process is very busy with a great deal of slippage.
B) The funnel shape illustrates the importance of flow-through in prospecting activities.
C) The conversion of potential sales opportunities into profitable transactions generates a great deal of waste material that must be carried away.
D) The process reduces a large number of potential sales opportunities into a smaller number of successful sales interactions.