In the selling process, what is typically done to begin contact with potential customers?

In the selling process, what is typically done to begin contact with potential customers?

• A. Lead development
• B. Info gathering
• C. Presentation
• D. Closing

Answer: (A)

The key idea here is that the selling process begins with identifying potential customers and initiating contact—the lead development phase. This step focuses on finding prospects who fit your target market and taking the first steps to reach out, turning unknowns into leads that you can pursue further. After contact is established, you move into gathering information to understand needs and qualifications, then present solutions, and finally work toward closing the deal. Information gathering, presentation, and closing all happen after contact has begun, not as the initial action.

The key idea here is that the selling process begins with identifying potential customers and initiating contact—the lead development phase. This step focuses on finding prospects who fit your target market and taking the first steps to reach out, turning unknowns into leads that you can pursue further. After contact is established, you move into gathering information to understand needs and qualifications, then present solutions, and finally work toward closing the deal. Information gathering, presentation, and closing all happen after contact has begun, not as the initial action.