During the preapproach stage of the selling process,a salesperson should:

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During the preapproach stage of the selling process, a salesperson should focus on gathering as much information as possible about the prospect's organization and its buyers. This includes researching their needs, preferences, challenges, and buying processes to customize the sales approach and build rapport. Providing information about referrals and discounts, creating point-of-purchase displays, and handling price objections and closing the sale usually come later in the sales process.

During the Preapproach Stage of the Selling Process,a Salesperson Should