John has a roofing business. After a hailstorm, he knows that many homeowners will have roof damage and will need roof repair or a completely new roof. John wants to be sure that his leads are real prospects who answer questions, value his time, are realistic about money, and are prepared to hire John for his roofing services. Which of the following statements is true for John's lead qualification? a. It refers to determining the recognized need, buying power, receptivity, and accessibility of a sales prospect.
b. It refers to a process in which a salesperson approaches potential buyers without any prior knowledge of the prospects' needs or financial status.
с. It refers to a process that describes the "homework" that must be done by a salesperson before he or she contacts a prospect.
d. It refers to using friends, business contacts, coworkers, acquaintances, and fellow members in professional and civic organizations to identify potential clients.