Brad Wilson sells a scanner that converts large documents to an electronic format for editing and printing items up to six feet long and four feet wide $.$ He spent this morning showing his product to the marketing manager of a large department store $,$ which had been identified by his sales force as a prospect $.$ The manager is excited about the idea of being able to get multiple use of a graphic designed sign $.$ When Brad asks the manager if she is willing to buy $,$ she says $,"$ No $,$ all purchases must be made through our purchasing department $."$ Brad now knows that the manager was completely wasting his timo is a qualified prospect is an unqualified lead should have been better screened