Future Business Leaders of America (FBLA) Marketing Practice Test

During which step of the selling process does the salesperson study customer needs?

1. Presentation

2. Follow-up

3. Preapproach

4. Prospecting

The correct answer is: Preapproach

The step of the selling process where the salesperson studies customer needs is indeed during the preapproach phase. During this step, the salesperson gathers information about potential customers to understand their preferences, pain points, and specific requirements. This research is crucial as it allows the salesperson to tailor their approach and presentation, making it more relevant and effective for the particular customer. In the preapproach, salespeople often analyze data about the customer’s past purchases, market trends, and even competitors’ offerings. This information helps them create a strategy that addresses the unique needs of the customer, which can lead to more successful interactions and higher chances of closing the sale. While the other steps, such as presentation, follow-up, and prospecting, play important roles in the overall sales process, they do not specifically focus on studying customer needs in the same way that the preapproach does. The presentation involves delivering the actual sales pitch based on the information gathered; follow-up is about maintaining the relationship after the sale or addressing any lingering concerns; and prospecting is focused on identifying potential customers rather than understanding their specific needs.