Final answer:
During the sales process, the phase where key factors are researched before engaging with a potential client is the pre-approach phase. This phase is crucial for understanding the client's needs and planning an effective sales strategy.
Step-by-step explanation:
The phase of the sales process where Dominic researched and identified key factors that might affect the hospital and doctor's decision to consider the Medtronic product line is known as the pre-approach phase. During this phase, salespeople gather critical information to better understand the needs and concerns of potential clients before making contact.
The pre-approach phase is essential as it enables the salesperson to tailor the sales pitch to the specific needs of the potential customer, identify any objections the customer might have, and find the best ways to present the product or service. This phase can significantly increase the chances of success in the subsequent stages of the sales process.
The student is asking about the phase of the sales process where Dominic researched and identified key factors that could prevent the hospital and doctor from considering the Medtronic product line. This phase is called the qualification phase.