After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. This step in the sales process is known as:

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Precall planning involves gathering as much information as possible about a prospective customer before making a sales call. This step comes after identifying and qualifying potential customers, where the salesperson prepares by researching the customer's needs, history, and potential objections to tailor their sales approach effectively.

After Determining That a Prospective Customer Is a Good Candidate