Certified Travel Associate Practice Exam 2025 - Free Certified Travel Associate Practice Questions and Study Guide

The term "qualifying" in the selling process specifically refers to the actions undertaken to determine whether potential customers have a genuine need for a product or service, along with the authority and ability to make a purchase. This is a crucial step because it helps the salesperson identify the most promising leads and prioritize their efforts towards those who are more likely to convert into sales. By qualifying prospects, the salesperson can tailor their approach and ensure that they are spending time on clients who are both interested and capable of buying.

In contrast, other terms like customer-focused selling, probing, and features hold different meanings. Customer-focused selling emphasizes understanding and addressing customer needs and preferences, which comes after the qualifying phase. Probing involves asking questions to gather more information about customer needs but does not define the criteria for determining the suitability of a lead. Features refer to the characteristics or attributes of a product, which are relevant after qualifying the customer to understand how those features meet their needs.