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Question
Alice Faulkner is a professional salesperson. She earns her living by selling advertising for The New York Times newspaper. In addition to selling advertising to her regular accounts, Alice is responsible for generating new advertising accounts for the newspaper. In order to fulfill her responsibilities, Faulkner works hard to make sure the potential customers she sells to are qualified prospects. To do that, she should ensure that they
A. only have an interest in buying newspaper advertising and are not considering other media.
B. only have the money to buy advertising in the newspaper rather than other forms of media.
C. have a need for the advertising, can afford to buy it, and have the authority to make the purchase decision.
D. have the authority to make the decision to buy the advertising.
E. read the newspaper daily and recognize that it is a good advertising medium.
Answer
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