Before calling on a prospect, the salesperson should learn as much as possible about the organization and its buyers. This step is known as ________.
A) preapproach
B) closing
C) approach
D) presentation
E) prospecting

Question

Quizplus · Accepted Answer

Preapproach is the step where the salesperson researches and gathers information about the organization and its buyers before actually making contact with them. This helps the salesperson better understand the prospect's needs and preferences and tailor their approach accordingly. Closing, approach, presentation, and prospecting are all different steps in the sales process that come after the preapproach.

Before Calling on a Prospect, the Salesperson Should Learn as Much