What Is the Purpose of Gathering Precall Information

question 69

Multiple Choice

What is the purpose of gathering precall information?

• A) to be used for the salesperson to decide whether to make the call or not
• B) to be used to develop rapport with the prospect and eventually tailor the sales presentation to fit the buyer's needs
• C) to be used to satisfy the legal requirements of the Freedom of Information Act of 1996
• D) to be used to determine the best way to approach the prospect

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Definitions:

Storage

The retention of encoded information over time.

Encoding

The process of converting information into a form that can be stored in memory, involving the initial reception and processing of stimuli.

Retention

The ability to preserve and recall information or experiences over time.

Effortful Processing

A type of information processing that requires attention and conscious effort to encode or transform information.