After determining that a prospective customer is a good candidate to actually make a purchase, the salesperson will want to gather as much information about the customer as possible. What is this step in the sales process known as?

Question

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Precall planning is the step in the sales process where the salesperson gathers as much information as possible about a prospective customer after determining they are a good candidate for making a purchase. This helps in tailoring the sales approach to better meet the customer's needs.

After Determining That a Prospective Customer Is a Good Candidate