You Are the Head of Sales Training for a Major

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 sales 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?

A) Develop a database of potential customers.
B) Develop an engaging sales presentation.
C) Practice closing the sale.
D) Develop a prospect follow-up checklist.
E) Analyze information about potential customers' needs.