Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities. Gina should probably spend more time:
A) talking about her product.
B) talking about her company.
C) talking about herself.
D) obtaining precall information on the prospect.
E) obtaining leads from better sources.

Question

Quizplus · Accepted Answer

Instead of spending a lot of time interviewing prospects, Gina should spend more time obtaining precall information on the prospect. This will help her make the conversation more productive and tailor her pitch to the prospect's needs and interests.

Gina, a Salesperson for ABC Corp