Determining whether or not the name in front of you is worthy of further attention.
Winner salesreps constantly think of removing people from their Forecasts, rather than clinging on to them in vain hope. To Qualify Out is to make your excuses and leave the bid process with a particular potential customer.
A salesrep’s Target; what must be sold and what you are ultimately judged against.
A less formal Proposal, briefly outlining your offering and its overall package.