The next step is to qualify leads, to determine whether any further steps should be taken to make a sale. A qualified prospect is one who not only needs the product but also has the financial ability and the authority to pay for it. Organizations must organize prospects' names to reflect some order of priority. Next, gather the background research needed to plan the sales call. This means gathering demographic, geographic, and behavioral information.
Marketers look at the prospect's situation, problems and needs, rivals, and suppliers.
Part of the research before a call consists of deciding on the specific objective of the sales call. Planning the Approach a. Next, plan the approach to take during the sales call. Decide how to set an appointment for the sales call. During the Sales Call 1.