Before contacting prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called

Question

Quizplus · Accepted Answer

The process described is called the preapproach, which involves gathering information about the prospect before making initial contact. This allows the salesperson to tailor their approach and pitch to the specific needs, preferences, and characteristics of the prospect.

Before Contacting Prospects, a Salesperson for an Industrial Cleaning Equipment