preapproach

(noun)

the stage of the selling process that consists of customer research and goal planning for the presentation

Related Terms

Examples of preapproach in the following topics:

  • Preapproach

    • The preapproach is when you gather relevant information regarding the prospect in order to create a customized sales presentation.
    • The preapproach can be defined as obtaining as much relevant information as possible regarding the prospect prior to making a sales presentation.
    • The knowledge gained during the preapproach allows the tailoring of the sales presentation to the particular prospect.

  • Salesperson Personalities

    • The eight steps are: prospecting, preapproach, approach, need assessment, presentation, meeting objections, gaining commitment, and following up.[ 4]
    • Next, the preapproach is used for preparing for the presentation.

  • The Sales Process