C. An independently owned clothing retailer
D. A construction company
Paula sells a scanner that converts large documents to an electronic format for editing
and printing items up to six feet long and four feet wide. She secures an appointment
with the marketing manager of a large department store chain, which had been
identified by her sales force as a prospect. Her plan is to demonstrate the product's
unique features. However, as soon as the meeting starts, the manager says, "I am the
regional head for all the buying that this chain does. What made you attempt your sales
pitch with me? You should have met one of my subordinates first." Based on which of
the following questions of the qualifying process is Paula likely to deem the manager as
a lead, but not a true prospect?
A. Does the lead have the ability to pay?
B. Can the lead be approached favorably?
C. Does the lead have a want or need that can be satisfied by the purchase of Paula's
products or services?
D. Is the lead eligible to buy?