Microsoft Dynamics 365 Fundamentals Practice Exam

Which action is involved in qualifying or disqualifying a lead?

1. Analyzing Customer Feedback

2. Evaluating Lead Potential

3. Creating Sales Strategies

4. Performing Market Research

The correct answer is: Evaluating Lead Potential

Evaluating lead potential is a critical action involved in the process of qualifying or disqualifying a lead. When a sales professional evaluates a lead's potential, they assess various factors such as the lead's interest level, budget, authority to make purchasing decisions, and overall fit with the product or service being offered. This assessment helps in determining whether the lead is likely to convert into a paying customer. During the qualification process, leads are typically categorized into different stages based on their readiness to buy, allowing sales teams to focus their efforts on leads that show the most promise. Disqualifying leads, on the other hand, helps to streamline the sales process by identifying leads that won't convert and allowing resources to be allocated more efficiently. Analyzing customer feedback, creating sales strategies, and performing market research are important business activities but do not directly relate to the qualification of individual leads. They serve broader purposes that support overall sales and marketing efforts rather than focusing on the specific assessment of lead viability.