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Ann's attempt to open a salad bar in a small town failed. Her husband is trying to sell the tables and chairs she purchased. He suspects Handlemann's Deli may be a potential buyer for the furniture. Ann's husband should now engage in the _____ process to determine if it is worth his time to try to convince Handelmann to buy.

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Answer: Qualifying

Ann's husband is engaged in the qualifying process. He suspects Handlemann's Deli may be a potential buyer for the furniture he needs to sell. And he is now in the process of determining if Handlemann's Deli has a certain characteristic (inclination to purchase) to qualify him as his prospect.

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