The pre-qualifying and qualifying stages of the personal selling process are very important. These stages help sales professionals identify and focus their time, money and efforts on potential customers who are most likely to benefit from their products or services, resulting in more efficient use of time and resources.

SPECIFIC TASKS:

Based on your course notes and your own research on this topic prepare a report that identifies and explains the following:

Overview of the pre-qualifying stage and the qualifying stage and its importance.

Explain the “BANT” framework as well as the accessibility and profitability criteria.

Identify and explain THREE (3) INTERNAL AND THREE (3) EXTERNAL most important sources of leads.

The vital strategies and techniques used in this stage.