Question

You are the head of sales training for a major financial services firm in New York City. You are conducting a sales training class for a group of new trainees. You are a strong believer in using a structured approach to personal selling. Based on this information, which of the following personal selling process steps are you going to tell the trainees to perform first?

a. Develop a database of potential customers.
b. Develop an engaging sales presentation.
c. Practice closing the sale.
d. Develop a prospect follow-up checklist.
e. Analyze information about potential customers' needs.

Answer 1

a. Develop a database of potential customers.

Step-by-step explanation:

Analyzing the scenario of the question above, it can be understood that, a sales training manager who believes in a structured approach to personal sales as the best option, the ideal would be to tell trainees to perform the stages of the personal sales process first. will tell trainees to first develop a database of potential customers.

Because the first step in the personal selling process is prospecting for customers, so a database of potential customers will be the most structured process for prospecting potential customers and then reach the other stages of the sales process in an organized and effective way.