Question
n the first stage of the pre-approach, the salesperson must learn everything possible
about the prospect. 24 The salesperson could use contact management software or
the internet to explore various aspects about the prospect and also try to find out
everything about the industry in which the prospect operates. The salesperson must
learn about the prospect’s operations, its current customers, competitors, products,
Chapter 1 – Sales careers and the selling process
11
present suppliers and special relationships with current suppliers. The salesperson
must also check the prospect’s financial health and credit rating.
In the second stage of the pre-approach, the salesperson must prepare the
prospect 25 for the first sales contact by using pre-notification and seeding techniques.
Pre-notification entails the salesperson making a telephone call or sending a letter,
email or fax requesting permission from the prospect to send further sales material.
Seeding is done by email or mailing brochures and other applicable sales material to
the potential customer, over several weeks, to create awareness of the products before
calling to ask for an appointment.
In the third stage of the pre-approach, the salesperson can obtain information by
a low-profile preliminary call 26 at the prospect’s business site. During this call, the
salesperson can talk to the receptionist or other employees in a very diplomatic way to
avoid the impression of snooping. The salesperson can also gather company brochures
and materials, and observe how the business is functioning and who the gatekeepers
are
paraphrase into one sentence and simple english
about the prospect. 24 The salesperson could use contact management software or
the internet to explore various aspects about the prospect and also try to find out
everything about the industry in which the prospect operates. The salesperson must
learn about the prospect’s operations, its current customers, competitors, products,
Chapter 1 – Sales careers and the selling process
11
present suppliers and special relationships with current suppliers. The salesperson
must also check the prospect’s financial health and credit rating.
In the second stage of the pre-approach, the salesperson must prepare the
prospect 25 for the first sales contact by using pre-notification and seeding techniques.
Pre-notification entails the salesperson making a telephone call or sending a letter,
email or fax requesting permission from the prospect to send further sales material.
Seeding is done by email or mailing brochures and other applicable sales material to
the potential customer, over several weeks, to create awareness of the products before
calling to ask for an appointment.
In the third stage of the pre-approach, the salesperson can obtain information by
a low-profile preliminary call 26 at the prospect’s business site. During this call, the
salesperson can talk to the receptionist or other employees in a very diplomatic way to
avoid the impression of snooping. The salesperson can also gather company brochures
and materials, and observe how the business is functioning and who the gatekeepers
are
paraphrase into one sentence and simple english
Answers
GPT-4o mini
In the pre-approach stage, a salesperson gathers detailed information about the prospect and their industry, prepares them for future contact by sending materials and requesting permission, and makes an initial low-key visit to learn more about the business and its employees.