In which step of the sales process do salespeople show a presentation to a customer?

The correct response involves understanding the stages of the sales process, particularly where the presentation fits in. During the preparation phase, salespeople gather information, develop their pitch, and strategize for their approach. This is a critical step where they create and refine their presentation materials based on the customer's needs and interests identified earlier through research. The actual presentation is typically delivered in the next phase of the sales process, but the preparation is where the groundwork for that presentation is laid, making it essential for an effective presentation to occur.

In contrast, the closing phase is focused on finalizing the sale and obtaining a commitment from the customer, while follow-up refers to maintaining relationships after the sale has been made. The objection phase involves addressing any concerns or hesitations the customer might have, which occurs after a presentation has been made. Thus, the preparation stage is foundational for ensuring a persuasive presentation that aligns with the customer's expectations and needs.