Mary Lee is a professional salesperson. She earns her living by selling advertising for The Bangkok Post newspaper. In addition to selling advertising to her regular accounts, Mary is responsible for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities, Mary works hard to make sure the potential customers she sells to are qualified prospects. How can Mary know if the prospects she is selling to are qualified prospects?
a) Qualified prospects have an interest in buying display advertising in the paper
b) Qualified prospects have the money to buy display advertising in the paper
c) Qualified prospects have the authority to make the decision to buy the advertising
d) Qualified prospects have a need for the advertising, can afford to buy it and have the authority to make the purchase decision
e) Qualified prospects read the newspaper daily and recognize that it is a good advertising medium
Answer: d