Final answer:
Samantha should research the prospect and their business beforehand to tailor her sales pitch and demonstrate professionalism during the initial telephone appointment.
Step-by-step explanation:
When Samantha, a salesperson, plans to make an initial appointment with a prospect through telephone, she should research the prospect and their business beforehand. This preparation enables her to tailor the conversation to the prospect's specific needs and interests, demonstrating her professionalism and dedication. Conducting thorough research includes reviewing the company's website, searching for additional information in the media or on professional organization websites, and identifying the key decision-makers. This level of preparation ensures that the sales pitch can be adjusted accordingly to effectively communicate her value proposition to the prospect.
Furthermore, after doing her homework and establishing the initial contact by phone, Samantha should be prepared to send a professional email, if necessary, to provide further information or to confirm any arrangements made during the call. It's also advised that Samantha records all her research and communications in a log for future reference and follow-up actions. Being prepared not only conveys respect for the prospect's time but also significantly increases the chances of a successful sales interaction.