_____ systems free sales representatives from the time-consuming task of following up on leads to determine need, buying power, and receptiveness
a. Prequalification
b. Database mining
c. Referral
d. Cold calling
ANSWER: a
Prequalification systems free sales representatives from the time-consuming task of following up on leads to determine need, buying power, and receptiveness. Lead qualification involves determining the recognized need, buying power, and receptivity and accessibility of a sales prospect.
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