Prepare for the customer (pre-approach).

Preparation should include

• becoming familiar with products or services
• keeping abreast of industry trends and competitors
• researching potential customers
• becoming familiar with the company’s policies and procedures. 

Process/Skill Questions:

• How can a salesperson become familiar with the products or services they are selling?
• Where should a salesperson look for industry trends?
• Why is the pre-approach an important part of the sales process?
• How can knowledge of company policies and procedures empower a salesperson to meet the customer’s needs/wants?
• How do e-commerce retailers prepare for customer sales?