Which of the following states the significance of evaluation in a prospecting plan?
A) Evaluation allows salespeople to record comprehensive information about a prospect, trace the prospecting methods used, and chronologically archive outcomes from any contacts with the prospect.
B) Evaluation makes it easier to track results from using different prospecting methods.
C) Continuous evaluation can be done to establish a regular daily schedule for conducting prospecting activities.
D) Continuous evaluation should be employed to ensure that a salesperson is meeting prospecting goals and using the most effective prospecting methods.
E) Evaluation helps develop a base of comprehensive knowledge and understanding, and is the key to believing in one's self.
Question 2
Which of the following are influences on the potential level of sales in a particular territory?
A) Salesperson characteristics.
B) Competition.
C) Territory characteristics.
D) All of the answer choices.
E) Both salesperson characteristics and competition.
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