glossary

'Q'

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Qualify - To determine the purchasing potential of a suspect or prospect or customer.

Qualified Prospect - A prospect who has the financial resources to pay, the authority to make the buying decision, and a desire for the product.

Qualitative Performance Criteria - Criteria that represent the salesperson’s major job activities and indicate why the quantitative measures look as they do.

Quality - The rated ability of the brand to perform its functions Company's offer into marketplace.

Quantitative Performance Criteria - Criteria that represent end results or bottom-line objective data.

Quota - A sales target (in revenue and/ or units) for a specified time period... also referred to as a goal, budget or forecast.

 

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