In allocating your time on opportunities in the four stages of the funnel, which of these areas should be prioritized highest?

	A.	Prospects above the funnel
	B.	Covering the bases with prospects in thefunnel
	C.	Analyzing suspects in theuniverse
	D.	Attending to the best few opportunities

4 points

QUESTION 13

A Single Sales Objective is best described as...

	a.	the sum of all the different things you might sell in the next year
	b.	a vaguely defined desire for a better relationship with the customer
	c.	a specific product or service you're planning to sell for a targeted amount in a specifictime frame
	d.	the specific Wins that were identified by each Buying Influence