During the preapproach,the salesperson would:

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During the preapproach, the salesperson should focus on learning as much as possible about the prospect's organization and its buyers, including their needs, preferences, and budget. This information will help the salesperson tailor their approach and presentation to the prospect's specific situation and increase the chances of a successful sale. Asking for referrals, creating point-of-purchase displays, and handling pricing objections are more appropriate during later stages of the sales process.

During the Preapproach,the Salesperson Would