MARK3337 Ch. 9 Quiz
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The video clip from the movie Pursuit of Happyness demonstrated the referral method of prospecting.
*False
The goal of prospecting is to build a prospect base made up of current and potential customers.
*True
A well-connected person who may not make the buying decision but who may have an impact on the person who does is a:
*center of influence
Which one of the following efforts is used by progressive marketers to improve the quality of the prospecting process?
*shorten the sales cycle by quickly determining which of the new prospects are qualified prospects
Networking, as it applies to the field of selling, is a method of prospecting:
*that relies on making contacts with people and profiting from the connection
