What is the act of finding potential customers in order to increase sales in a company?

• A. Product/service mix
• B. Prospecting
• C. Sales Quota
• D. Morale

Answer: (B)

Prospecting is the process of identifying potential customers who may be interested in your product or service. It’s the starting point of the sales cycle and expands the pool of people who could buy, which directly drives more sales. Techniques like market research, referrals, cold outreach, networking, and using social media help build a list of prospects you can approach. After finding them, you typically qualify whether they’re a good fit and likely to buy, so your sales efforts are focused and efficient. This is different from the other terms: the product/service mix is what you offer, a sales quota is a target you aim to hit, and morale reflects how motivated the team is. So prospecting is the act of finding potential customers to boost sales.