What is qualifying? What are the basic questions that a salesperson should ask in the qualifying process?
What will be an ideal response?
Qualifying is the process of identifying prospects that appear to have a need for your product and should be contacted. The following questions should be addressed:
* Does the prospect or account have a need for my product?
* Does the prospect or account have the authority to buy my product?
* Does the account or prospect have the financial resources to buy my product?
* Does the prospect or account have the willingness to buy my product?
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