Ishmerai sells metal lockers such as are found in gyms, schools, airports, and many other facilities where employees need a safe place to keep their personal belongings. Before calling on the purchasing agent for a large school system that was getting ready to purchase new lockers for its three high schools, Ishmerai learned the agent was a Tennessee Titans fan, had graduated from University of Tennessee, and liked to take his vacation to coincide with Fan Fair in Nashville. Ishmerai would have gathered this sort of information while he was:

Question

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This information would be gathered during the preapproach phase, where a salesperson learns about a potential client to build rapport and tailor their sales approach.

Ishmerai Sells Metal Lockers Such as Are Found in Gyms