Complete Question:
A salesperson at Plumbers Warehouse searches public records of new building permits to identify potential customers for new bathrooms. This salesperson is relying on ____ to identify sales prospects.
Group of answer choices
A) personal referrals
B) marketer-initiated contacts
C) impersonal referrals
D) customer-initiated contacts
Answer:
C) impersonal referrals.
Step-by-step explanation:
In this scenario, a salesperson at Plumbers Warehouse searches public records of new building permits to identify potential customers for new bathrooms. This salesperson is relying on impersonal referrals to identify sales prospects.
An impersonal referrals can be defined as the process of acquiring informations about a potential customer from personal sources, public records etc. It is one of the common techniques used in prospecting, which typically involves the continual process of systematically looking or sourcing for new customers.