Which of the following questions is LEAST relevant during the preapproach stage of the sales process?
A) How is the buying process conducted at the company?
B) Who is involved in buying?
C) How can I handle objections?
D) What are buyers' personal characteristics?
E) What does the prospect need?

Question

Quizplus · Accepted Answer

The preapproach stage of the sales process is focused on research and preparation before making direct contact with the prospect. While handling objections will be important later in the sales process, it is not as relevant during the preapproach stage as questions related to the prospect's needs, the buying process, and who is involved in the decision-making process. Knowing buyers' personal characteristics can also be relevant for tailoring the approach, but it is not as essential as understanding the buying process and needs of the prospect.

Which of the Following Questions Is LEAST Relevant During the Preapproach