The step in the selling process in which the salesperson learns as much as possible about the buying organisation,what its needs are and who is involved in the buying,is called 'qualifying'.

Question

Quizplus · Accepted Answer

This step is called 'preapproach', not 'qualifying'. Qualifying involves identifying potential customers who have the need, authority, and resources to buy the product.

The Step in the Selling Process in Which the Salesperson