Final answer:
Need Assessment is a key step in the sales process which involves understanding and addressing customer's specific needs, allowing for a tailored presentation and increasing chances of closing a sale.
Step-by-step explanation:
The Need Assessment step in the sales process is crucial for gaining an understanding of the customer's specific requirements and pain points. It involves asking targeted questions and actively listening to the customer's responses. This knowledge enables the salesperson to tailor their presentation and ensure that the video or product demonstration aligns closely with the customer's needs, addressing them directly and effectively.
As part of a marketing plan, personal selling that includes Need Assessment allows for a tailored approach that resonates with each individual customer. This method involves in-depth research using resources like scholarly databases, customer interviews, and employing skills such as critical thinking to evaluate the gathered data. This approach ensures that the solutions presented are not only based on thorough research but are also directly linked to the customer's identified needs, thereby increasing the likelihood of a successful close/commitment.