Title: Prepare for the customer (pre-approach).
Course: Marketing Exploration (12160-18) > Section: Completing a Sales Transaction

Preparation should include

- becoming familiar with products or services
- keeping abreast of industry trends and competitors
- researching potential customers
- becoming familiar with the company’s policies and procedures.

Process/Skill Questions:

- How can a salesperson become familiar with the products or services they are selling?
- Where should a salesperson look for industry trends?
- Why is the pre-approach an important part of the sales process?
- How can knowledge of company policies and procedures empower a salesperson to meet the customer’s needs/wants?
- How do e-commerce retailers prepare for customer sales?