Final answer:
Alex must avoid making assumptions when gathering precall information about a prospect. Being well-prepared, researching the company, and understanding the industry are important, but assumptions may lead to inaccuracies.
Step-by-step explanation:
Alex, a salesperson, intends to gain precall information about a prospect. Alex must avoid making assumptions. While being well-prepared, researching the prospect's company, and gathering information about the industry are essential for an effective sales strategy, making assumptions can lead to misinterpretation or neglecting important information. Instead, Alex should use methods such as interviewing, consulting with professionals, and conducting thorough online and field research to gather imperfect information. This approach helps in building a clear and accurate understanding of the prospect's needs and challenges.