Kimberly is a salesperson in the sales division of Hewlett-Packard. Today Kimberly is focused on researching a list of potential sales leads. Kimberly wants to look at these sales leads and determine how likely they are to buy from the company, the type of products they will likely need, and whether they have a sales history with the firm. Kimberly also wants to determine who the key decisions makers are in the buying decision-making process at these sales leads so she can identify who will have the most influence. In the process of her research, Kimberly makes extensive use of the firm's CRM system to forecast sales and manage leads. Kimberly is most likely at which stage of the personal selling process?

Question

Quizplus · Accepted Answer

Kimberly is in the Preapproach stage, where she is researching potential clients to understand their likelihood of purchasing, their needs, their past interactions with the company, and identifying key decision-makers before making contact.

Kimberly Is a Salesperson in the Sales Division of Hewlett-Packard