The pre-approach is the preparation for the face-to-face encounter with potential customers. In preparing to assist customers, salespeople study their products, keep abreast of industry trends and competitors, research potential customers, and develop familiarity with their company’s policies and procedures. They also review ethical and legal issues involved in their selling situation.

Key Terms:

Pre-approach
Prospect
Referrals
Endless chain method
Cold canvassing
Sales quotas