Lexi is a salesperson in the sales division of Hewlett-Packard. Today Lexi is focused on researching a list of potential sales leads. Lexi wants to look at these sales leads and determine how likely they are to buy from the company, the type of products they will likely need, and whether they have a sales history with the firm. Lexi also wants to determine who the key decisions makers are in the buying decision-making process at these sales leads so she can identify who will have the most influence. In the process of her research, Lexi makes extensive use of the firm's CRM system to forecast sales and manage leads. Lexi is most likely at which stage of the personal selling process?
A. Prospecting
B. Preapproach
C. Approach
D. Making the presentation
E. Following up
Answer: B
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What will be an ideal response?
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