Asked by Joshua Gagen on Jul 26, 2024
Verified
Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." In planning a preapproach for a multinational corporation, Peter Austin should first:
A) consider the types of gifts used in the industry in which the prospect operates.
B) develop customer features, advantages, and benefits.
C) determine a sales call objective.
D) conduct a vendor analysis.
E) identify and analyze its buying center.
Preapproach
The preparatory phase where a salesperson gathers information and plans strategies before engaging with a potential customer.
Buying Center
A group of individuals within an organization who are responsible for making purchasing decisions, including evaluating and selecting products or services.
Vendor Analysis
The process of evaluating suppliers based on various criteria such as price, quality, reliability, and service to make informed procurement decisions.
- Plan and execute the preapproach stage in sales, focusing on customer analysis and objective setting.
Verified Answer
MV
Manjari VemparalaJul 30, 2024
Final Answer :
C
Explanation :
Determining a sales call objective is the first step in planning a preapproach, as it sets a clear goal for the interaction, guiding the subsequent planning and strategy development.
Learning Objectives
- Plan and execute the preapproach stage in sales, focusing on customer analysis and objective setting.