6. The sixth step in the personal selling process is: a. prospecting and qualifying h. following up and servicing the account c. confirming and closing the sale d. negotiating sales resistance or buyer objections 7. The seventh step in the personal selling process is: a. prospecting and qualifying h. following up and servicing the account c. oonfirming and closing the sale d. negotiating sales resistance or buyer objections 3. which of the following are not among the four criteria salespeople use to qualify leads? a. need in. want It. authority d. money 9. In prospecting for customers, the acronym NAME refers to a. need, authority, money, eligibility b. name, address, money, eligibility c. name, authority, money, eligibility d. need, address, money, eligibility 10. which of the following is not a random lead-searching method? a. e-mails b. territory blitz it. direct mail d. cold calls