Qualified prospect

There is much debate in the sales profession as to what constitutes an actual "qualified" prospect. Most sales professionals apply their own unique set of variables in order to determine whether a prospect is actually "qualified."

In general terms, sales professionals need to know a set of discrete data in order to determine whether or not the "prospect" will become qualified. These variables may include: business needs, authorization to transact business (financial or operational), money or budget and an "economic buyer" or in other words, who would stand to benefit the most (or lose the most) if the good or service were to be acquired (or not acquired).

In industrial marketing a qualified prospect is an organization which has expressed the need for the products or services of the seller.

Another subject in the buying process is usually referred to as either an "influencer" or a "saboteur", someone who, although not the financial or operational authority, exercises a significant level of internal control or leverage in the buying process.

ee also

* Sales process
* Buying center
* Industrial marketing