Marco, a Salesperson, Prospects for New Customers Almost Constantly but Still

Essay

Marco, a salesperson, prospects for new customers almost constantly but still has problems meeting his sales goals. Marco has consulted with his sales manager, who notices that once Marco has a meeting with a decision maker, he typically closes the sale.
-What could Marco most likely focus on to better meet his goals?
A)more prospecting to make sure he has a steady supply of potential new customers to present the product to
B)qualifying prospects to make sure that they have the desire and decision-making authority to make a purchase
C)presenting to the prospect using a stronger emotional appeal and less logic
D)presenting benefits to the prospect instead of features,and making sure the benefits are as specific as possible
E)working with a more seasoned salesperson from his company to learn techniques for finding more prospects in less time