After compiling a list of potential customers, a salesperson must
a) evaluate whether each prospect is able, willing, and authorized to buy the product.
b) determine whether or not each prospect is really in his target market.
c) find and analyze information about each prospect's specific needs and current brand choices.
d) develop a presentation for each of the potential customers on his list.
e) contact each of the prospects to get an initial feel for how likely they are to purchase his products.
Answer: a) evaluate whether each prospect is able, willing, and authorized to buy the product.