Your New-Business Sales Force Is Responsible for Prospecting and Qualifying

Multiple Choice

Your new-business sales force is responsible for prospecting and qualifying customers. Which of the following will likely occur?

A) The number of qualified customers will exceed the number of prospects.
B) The new-business sales force will call on all prospects.
C) A salesperson may have to approach many qualified customers just to make one sale.
D) Salespeople will only contact all of the customers they research in the preapproach stage.
E) Order takers will take responsibility for the approach and sales presentation steps.