MKT 410 OTE 1 & 2 Exam with Complete Solutions

MKT 410 OTE 1 & 2 Exam with Complete Solutions A lead that meets or exceeds the screening criteria set by the salesperson's company is called __________. A. a certified sales lead (CSL) B. a qualified prospect C. a referral D. a suspect E. funnel fodder ANSWER B Ingram and his co-authors define __________ as a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers. A. initial screening B. strategic prospecting C. cherry picking D. lead generation E. cold canvassing ANSWER B A true prospect has __________ the product or service that the salesperson is selling. A. the budget or financial resources to purchase B. a need for