Question

Karen rogers is a salesperson for solar panels inc. she attends builder trade shows to identify potential customers in an effort to build long-term profitable relationships. karen rogers is engaging in which step of the selling process? prospecting preapproach presentation approach demonstration

Answer 1

Karen is prospecting, which does occur within the larger category of preapproach. She is actively identify prospective customers to differentiate those who would most likely to buy her product, but she has yet to carry out interactions, she is still organizing her ideas and identifying her likely customers, but not actively engaging with a presentation or approach, as such this is prospecting.