if you want to remove an article from website contact us from top.

    in the personal selling process, the step which consists of identifying potential customers is classified as


    Guys, does anyone know the answer?

    get in the personal selling process, the step which consists of identifying potential customers is classified as from screen.

    What Is Prospecting? Definition and Guide (2023)

    Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. Learn more.

    What Is Prospecting? Definition and Guide

    by Shopify Staff Conversion

    Nov 12, 2022 2 minute read

    Email Pinterest Facebook Twitter LinkedIn

    Prospecting is the first step in the sales process, which consists of identifying potential customers, aka prospects. The goal of prospecting is to develop a database of likely customers and then systematically communicate with them in the hopes of converting them from potential customer to current customer.

    Historical reference

    The original use of the term “prospector” refers to the efforts of individuals to find gold by visually scanning creek beds and rock formations. When flecks of gold were spotted, the prospectors would spend time sifting through dirt to find the valuable nuggets and flecks that were left behind when dirt was washed away.

    That’s what modern day sales prospectors do—sift through large lists of potential customers to try and uncover those who are ready to buy.

    Steps in the sales process

    Unless someone has previously done business with you, it’s a guess as to whether they might be interested in your products or services. They are potential customers at that point, falling into one of two categories; suspects or prospects:

    Suspects: Individuals or companies you believe may have a need for your products or services but who may not be aware of your business or its offerings. You suspect they could become customers, but you’re not sure. To find out, you need to increase their awareness of and familiarity with your business. Once they are aware, it’s time to determine if they might buy in the future.Prospects: Prospects are suspects you have made contact with and who have confirmed that they might be interested in buying from you at some point. For example, the owner of a 10-year-old car with 200,000 miles could be a hot prospect for your auto dealership, as long as they are aware of it.

    A customer is a prospect who has spent money with you.

    Prospecting tactics

    To make contact with sales suspects—buyers who may or may not be potential customers for your business—there are a number of popular tools and tactics you can use, including:

    Phone calls: designed to initiate a discussion with the individual who answers the phoneEmail: designed to share information and entice the recipient to take an action that will identify them as a prospectDirect mail: sent in the mail as flyers, postcards, or catalogs, for example, designed to share information that may entice you to consider buying

    The primary goal of these marketing efforts is to qualify a recipient as a prospect, or someone who may have a need for your business’ products or services, or not. Knowing that someone does not anticipate having a need for your offerings—and is not a prospect—helps you refine your prospect database so you can focus your marketing dollars on those people most likely to turn into customers.

    Read More

    The 7 Sales Pipeline Stages Defined

    The Purpose and Benefits of a Newsletter for Small Business

    How To Use Shopify Analytics To Plan for a Successful Black Friday and Cyber Monday

    Website Builder & Website Maker by Shopify

    Prospecting FAQ

    What is prospecting marketing?

    Prospecting marketing is a type of marketing aimed at generating new leads and customers. This type of marketing includes activities such as cold calling, email campaigns, digital advertising, direct mail campaigns, and more. Prospecting marketing is typically used to target potential customers who have not yet expressed interest in a product or service. The goal of prospecting marketing is to build a strong customer base and increase a brand’s visibility.

    What are examples of prospecting?

    Cold Calling Networking Referral Marketing

    Social Media Outreach

    Direct Mail Email Marketing

    Attending Trade Shows

    Hosting Events Advertisements

    Door-to-Door Outreach

    Is it good to be prospecting?

    Yes, prospecting is a great way to expand your business, find new customers, and increase your profits. It involves researching potential leads, building relationships, and following up with customers to convert them into paying customers.

    Email Pinterest Facebook Twitter LinkedIn TOPICS: Conversion Guides

    Join 446,005 entrepreneurs who already have a head start.

    Get free online marketing tips and resources delivered directly to your inbox.

    No charge. Unsubscribe anytime.

    Thanks for subscribing.

    You’ll start receiving free tips and resources soon. In the meantime, start building your store with a free 3-day trial of Shopify.

    स्रोत : www.shopify.com

    According to the book, the step in the selling process in which the salesperson identifies qualified potential customers is called: a) pre

    Answer to: According to the book, the step in the selling process in which the salesperson identifies qualified potential customers is called: a)...


    According to the book, the step in the selling process in which the salesperson identifies...

    According to the book, the step in the selling process in which the salesperson identifies... Question:

    According to the book, the step in the selling process in which the salesperson identifies qualified potential customers is called:

    a) pre-approach b) prospecting

    c) predatory pricing

    d) market skimming


    Marketing is the process that helps to understand customer's traits. It ensures problems of customers are identified and resolved. It helps in developing market opportunities. It creates an aura to reach the desired customer market.

    Answer and Explanation:

    Become a Study.com member to unlock this answer! Create your account

    View this answer

    The correct option is b

    Prospecting is the initial step in the selling process. It includes selecting potential customers. Then, effective...

    See full answer below.

    Become a member and unlock all Study Answers

    Start today. Try it now

    Create an account

    Ask a question

    Our experts can answer your tough homework and study questions.

    Ask a question

    Search Answers

    Learn more about this topic:

    The Functions of Marketing Management


    Chapter 3 / Lesson 7


    Learn about marketing management. Study the role and functions of marketing management. See what the return on investment (ROI) is and how to calculate it.

    Related to this Question

    Commercial paper that is sold without going through a broker or dealer is known as A) direct paper. B) dealer paper. C) a book-entry transaction. D) term paper.

    Commercial paper that is sold without going through a broker or dealer is known as: A. dealer paper. B. term paper. C. book-entry transactions. D. direct paper.

    All of the below would be considered good selection criteria for a buyer to use to select a seller, except a. managerial approach of seller, capacity of seller to do the work, and buyer's ability to create a WBS. b. proprietary rights of buyer, life cyc

    A market has only 2 sellers. They are both trying to decide on a pricing strategy. If both firms charge a high price, then each firm will experience a 5% increase in profits. If both firms charge a lo

    Setting a below-cost price for a product in order to damage a competitor s firm, is called __________ pricing. a. programmed marketing b. market penetration c. predatory d. market skimming

    At the point where the buyer concludes to outsource after doing a make-or-buy analysis or using expert judgment, the buyer is in which key phase of the project procurement management process? a. Contract review b. Plan purchases and acquisitions c. Solici

    Factoring is the process of selling accounts receivable to another firm at: A) a price equal to the sales price. B) a discount off of the original sales price. C) a premium above the original sales price. D) the prime lending rate.

    A sales plan refers to a A) method of determining a fair and equitable compensation plan. B) method of identifying the target markets that most closely meet the special skills of the salesforce. C)

    Consider a sequential game between a shopkeeper and a haggling customer. The party who moves first chooses either a high price ($50) or low price ($20) and the second mover either agrees to the price or walks away from the deal and neither party gets anyt

    You have the opportunity to make a one-time sale if you will give a new customer 30 days to pay. You suspect that there is a 40% chance that this person will never pay you. The sales price of the item

    Should vendors be aware of the evaluation criteria during the procurement phase, or after they have submitted their proposals/bids? Why?

    Identify one product, that a business, with which you are familiar, offers, and discuss whether or not the pricing strategy used for such a product is effective. If you want to increase sales, how wou

    Salespeople in a realty agency are compensated based on this formula: 35% of the commission earned on any sale, less a $200 per-transaction desk rental. Salespeople are responsible for paying 75% of all marketing and sales expenses for any property they l

    A new venture typically begins its sales forecast by first: \\ a. forecasting industry sales and expressing the venture's sales as a percent of industry sales b. using bottoms-up market-driven approach c. extrapolating past sales d. working with existi

    Spoofing can be defined as: a. placing flash orders to force buyers to reveal their price limits. b. placing flash orders to force sellers to reveal their price limits. c. placing flash sell orders to

    A practitioner has decided to sell his business. He has set the price based on a method that determines the value of a business by taking the adjusted cash flow and multiplying it by a capitalization

    The management of Aurosa Inc., a chain of retail stores that sells home appliances, observes that its expenditure on sales and promotions is skyrocketing and decides to implement a new pricing method to attract more customers. It sets a fixed low price fo

    As you market yourself to employers, the salary you demand is essentially your personal price. Keeping that in mind, what pricing strategy should you follow (penetration, skimming, or competitive)? Why? Issues to consider: a. Who is your target market? b.

    स्रोत : homework.study.com

    Question is ⇒ In personal selling process, step which consists of identifying potential customers is classified as, Options are ⇒ (A) presenting quota, (B) demonstrating quota, (C) prospecting, (D) qualifying, (E) , Leave your comments or Download question paper.

    Previous question Next question

    Q1. In personal selling process, step which consists of identifying potential customers is classified as

    A.  presenting quota

    B.  demonstrating quota

    C.  prospecting D.  qualifying View Answer   2 -1 Explanation:- Answer : C

    Discuss it below :!! OOPS Login [Click here] is required to post your answer/resultHelp other students, write article, leave your comments

    Normal Quote Code

    Header 1

    Header 1 Header 2

    Header 3

    Header 4

    Header 5

    Header 6

    Arial Arial Black Comic Sans MS Courier New Helvetica Impact Tahoma Times New Roman Verdana 8 9 10 11 12 13 14 15 18 24 36 Background Color Foreground Color 0.5 1.0 1.2 1.4 1.5 1.6 1.8 2.0 3.0 1 x 1 Previous question Next question

    Also Read Similar Questions Below :

    ⇒ Marketing channel strategy that is used for products with high brand loyalty and products have perceivable differences is classified as

    pull strategy bundle strategy shallow strategy push strategy

    ⇒ For planning of period, development of specific goals is called

    goal formulation goal achievement goal hierarchy

    quantitative objective

    ⇒ A method where existing workers recommend potential applicants for post offered, and in some firms if suggested applicant is hired, worker gets a cash bonus refers to

    employee referral

    internal recruitment

    sourcing screening

    ⇒ First step of value based pricing is to

    assess needs of customer

    set target price

    determine incurred costs

    design product

    ⇒ Total number of level of intermediaries represent the

    width of channel length of channel divisors of channel

    flexibility of channel

    ⇒ Political hazard is related to danger of loss of worth due to

    Government or Public actions

    Exchange rate movements

    Poor corporate governance

    Unfavourable trade negotiations

    ⇒ Negotiation of a selling price among two parties exclusive of reference by seller to either costs or asking price is

    ijarah wa iqtna ijarah musawamah musharika

    ⇒ Price augments of product impact sales

    positively natural a & b negatively

    ⇒ Comparison of brands attributes and elimination of attributes with minimum acceptable cutoffs by customer is classified as

    lexicographic heuristics

    eliminating-by-acceptance heuristic


    conjunctive heuristic

    ⇒ Products and services are perceived value as compared to competitor

    potential demand estimated demand company demand minimum demand

    ⇒ Considering types of retailers, stores that are located near your residence, carry limited product line and remain open for seven days are called

    selective store extensive store exclusive store convenience stores

    ⇒ Marketing strategies are often designed to influence ___________ and lead to profitable exchanges.

    Consumer decision making

    Sales strategies

    Advertising strategies

    Export strategies

    ⇒ Means of reconciling and conflicting customer's goals and create best solutions for customer's is considered as

    straddle positioning

    straddle segmentation

    straddle targeting

    straddle points of parity

    ⇒ If customers perceive that price of product is greater than value it provides to customer then customer

    would get free products

    would get discount would buy product

    would not buy product

    ⇒ According to expectancy model, process of altering beliefs about brand is classified as

    technical repositioning

    product repositioning

    psychological repositioning

    physiological repositioning

    ⇒ When a manager focuses on making whatever products are easy to produce, and then trying to sell them, that manager has a _____________ orientation.

    Marketing Production Sales Profit

    ⇒ VF Corporation offering more than thirty premium brands is an example of

    mass marketing segmented marketing niche marketing micromarketing

    ⇒ Logistic network through which unwanted or excess products by resellers or consumers is classified as

    inbound distribution

    outbound distribution

    forward distribution

    reverse distribution

    ⇒ The marketing concept means that an organization aims the majority of its efforts at satisfying customers, at a profit.


    ⇒ Telephone operators and receptionists who prevent contacts to deciders are classified as

    initiators influencers buyers gatekeepers

    ⇒ Considering promotional mix, method of giving short term incentives to encourage sale of particular market offering is classified as

    sales promotion personal selling public relations advertising

    ⇒ Marketing done by motivating and training of employees for differential customer services is classified as

    interactive marketing

    internal marketing external marketing

    descriptive marketing

    ⇒ Broad categories of communication channels are

    स्रोत : studysite.org

    Do you want to see answer or more ?
    Mohammed 9 day ago

    Guys, does anyone know the answer?

    Click For Answer