Irwin, a life insurance agent, strictly follows the sales cycle to sell life insurance policies to prospective buyers. After identifying the people who are most likely to buy life insurance, he proceeds to determine if they need insurance. He also checks if these people are willing to see him and are accessible. In this scenario, Irwin is:
A. generating sales leads.
B. qualifying sales leads.
C. developing and proposing solutions.
D. handling objections.
Answer: B