Gina, a salesperson for ABC Corp., spends a lot of time "interviewing" her prospects so she can learn their names, interests, and job responsibilities.Gina should probably spend more time:

Question

Quizplus · Accepted Answer

While it is important for Gina to build rapport with her prospects, obtaining precall information on the prospect is crucial for understanding their needs and tailoring her sales pitch. This will help Gina provide more relevant information about her product and company, leading to a higher likelihood of making a sale. Spending too much time talking about her product, company, or herself without understanding the prospect's needs is likely to be less effective. Obtaining leads from better sources is also important, but not relevant to the question of how Gina should spend her time with prospects.

Gina, a Salesperson for ABC Corp