Question

When a salesperson takes the time to make sure the selected customers actually need the products and have willingness and authority to buy, he is in the step of the selling process.

Answer 1

When a salesperson takes the time to make sure the selected customers actually need the products and have willingness and authority to buy, he is in the Prospecting step(qualifying) of the selling process.

What is the Sales Process Step?

There are seven steps in the sales process which are;

• Prospecting

• Preparation

• Approach

• Presentation

• Handling objections

• Closing

• Follow-up

Now, we are told that the salesperson takes the time to make sure the selected customers actually need the products and have willingness and authority to buy.

This step is known as the prospecting step because in this step, you find potential customers and determine whether they have a need for your product or service—and whether they can afford what you offer. Evaluating whether the customers need your product or service and can afford it is known as qualifying.

When a salesperson takes the time to make sure the selected customers actually need the products and have willingness and authority to buy, he is in the Prospecting step(qualifying) of the selling process.

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