You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new trainees. You are a strong believer in using a structured approach to personal selling. Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first?

Question

Quizplus · Accepted Answer

The first step in a structured personal selling process is to identify and develop a database of potential customers, which is known as prospecting. This step is crucial as it lays the foundation for the subsequent steps in the sales process.

You Are the Head of Sales Training for a Major