Kathy makes an appointment with a potentially important prospect.She decides to send the prospect a copy of a recent article discussing global trends in the prospect's industry.Kathy is most likely engaging in _____.

Question

Quizplus · Accepted Answer

Kathy is using the strategy of seeding, which involves providing a potential customer with useful or interesting information in order to build a relationship and establish credibility. This can help to increase the chances of a successful sales pitch or future sales opportunities.

Kathy Makes an Appointment with a Potentially Important Prospect