Final answer:
The first step of the sales process is to conduct thorough research on target companies and identify key decision-makers to engage with, rather than going through human resources.
Step-by-step explanation:
Understanding the First Step of the Sales Process:
The first step of the sales process is critically important and sets the foundation for a successful sales strategy. It involves research and preparation before engaging with potential clients. Specifically, conduct research on companies of interest to gather as much information as possible about their operations, history, and culture. By reviewing the company's website, searching for news articles, and exploring professional organization websites, a salesperson can gain valuable insights that aid in tailoring their approach.
Furthermore, identifying the right people within the company is crucial. Rather than reaching out to the human resources department, targeting key decision-makers within departments of interest can be more effective. A thorough examination of social media profiles and reading industry publications can help in making a list of individuals to establish a connection with, who can influence the sales process in your favor.