After prospects have been identified and qualified, the next step in the selling process is ________. This step requires the salesperson to learn as much as possible about the potential customers' wants and needs.
A) customer specification
B) the preapproach
C) consumer trait analysis
D) customer quantification

Question

Quizplus · Accepted Answer

The preapproach is the next step in the selling process after prospects have been identified and qualified. It involves researching and learning as much as possible about potential customers' wants and needs in order to tailor the sales approach to their specific needs. Customer specification, consumer trait analysis, and customer quantification are not commonly recognized steps in the selling process.

After Prospects Have Been Identified and Qualified, the Next Step