Question

The salesperson needs to bypass as many gatekeepers as possible, get the approval of those he or she must meet, and gain meetings with the buyers who don’t need anyone else’s approval to make a purchase. this process is called qualifying a prospect.

a. true
b. false

Answer 1

The provided statement is false; the process is more correctly identified as sales prospecting or lead generation. Qualifying a prospect is a separate process where a salesperson assesses the potential of a buyer to make a purchase. The correct option is b. false

Step-by-step explanation:

The statement given is false. The process described does involve a salesperson trying to reach decision-makers and bypassing gatekeepers, but this is more appropriately termed sales prospecting or lead generation.

Qualifying a prospect, on the other hand, refers to the process in which a salesperson assesses whether a potential buyer has the characteristics of an ideal customer, which include the need, budget, and authority to make a purchase, among other factors.

This assessment helps in determining the likelihood of the prospect making a purchase and ensuring the salesperson's efforts are concentrated on leads with high conversion potential. The correct option is b. false