After Determining That a Prospective Customer Is a Good Candidate

question 21

Multiple Choice

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?

• A) presales research
• B) preliminary planning
• C) precall planning
• D) background checking

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Definitions:

Tangible

Refers to physical items or properties that can be seen, touched, and measured.

Measurable

Able to be measured or represented using numbers.

Assess

To assess or determine the characteristics, capacity, or value of something.

Intangible Activities

Activities or services that offer value but do not result in the ownership of physical goods.