Sales manager Robert Lindsey was meeting with Heather McDonald, head of Human Resources at Smith Pipe Fittings. Robert had a sales role he needed to fill, and Heather was helping him write the job description. "How would you describe the role?" asked Heather. Robert replied, "I've always called them hunters, but the actual job title is Business Development Representative." Heather jotted down the title and asked Robert to tell her the activities associated with the role. Robert outlined the job of the business development representative as follows: Proactively pursue sales leads via phone, email, social media, and on-site. Generate and qualify new business leads before passing on to the sales team. Meet with senior executives at prospective accounts to identify business needs. Coordinate activities with the sales team and schedule calls, webinars, and appoint- ments with qualified leads for the team. Work with the sales team to develop appropriate strategies. "Great!" said Heather. "Based on these job requirements, what traits or skills would you prefer in an applicant?" Robert thought for a second. As a business development representative, the successful applicant would face a lot of rejection. This person would need to understand business problems to identify needs. And, because the successful individual would be coordinating with a team, there would be a need to utilize technology effectively and organize activities with multiple other people. "Good question, Heather," Robert replied. "Can we brainstorm a list of traits and skills?" Robert and Heather thought for a minute and then started jotting down traits for the job advertisement.

2. The applicant who accepts the business development role will need to understand and address business situations quickly and effectively. What sales skill does this definition describe?