Author Question: Which of the following is the basic objective of sales prospecting? A) To ensure that salespeople ... (Read 112 times)

gbarreiro · **on:** Jun 28, 2018

Which of the following is the basic objective of sales prospecting?
A) To ensure that salespeople are not demotivated by rejections
B) To establish a regular daily schedule for conducting prospecting activities
C) To make it easier to call prospects and set up appointments
D) To make the sales process more enjoyable
E) To provide salespeople with a list of prioritized sales prospects

Question 2

To identify coverage gaps across territories and to better match sales resources with market opportunity, the GE process for accomplishing territory alignment involves
A) evaluating account quality
B) examining account density
C) implementing changes to enhance sales force effectiveness and efficiency
D) all of the answer choices.
E) both evaluating account quality and implementing changes to enhance sales force effectiveness and efficiency