Certified Travel Associate Practice

What does the term "qualifying" represent in the selling process?

1. Customer-focused selling

2. Probing

3. Features

4. In the selling process, making sure that people have a need for the product, the authority to buy a specific product.

The correct answer is: In the selling process, making sure that people have a need for the product, the authority to buy a specific product.

The term "qualifying" in the selling process specifically refers to the actions undertaken to determine whether potential customers have a genuine need for a product or service, along with the authority and ability to make a purchase. This is a crucial step because it helps the salesperson identify the most promising leads and prioritize their efforts towards those who are more likely to convert into sales. By qualifying prospects, the salesperson can tailor their approach and ensure that they are spending time on clients who are both interested and capable of buying. In contrast, other terms like customer-focused selling, probing, and features hold different meanings. Customer-focused selling emphasizes understanding and addressing customer needs and preferences, which comes after the qualifying phase. Probing involves asking questions to gather more information about customer needs but does not define the criteria for determining the suitability of a lead. Features refer to the characteristics or attributes of a product, which are relevant after qualifying the customer to understand how those features meet their needs.