While making a sales presentation to the head of a local company, Jenny discovers that the head is routinely stopped and delayed at airport security because of a joint replacement that sets off alarms but doesn't show up easily in the x-ray machines. This adds another 3-4 hours to some trips, and has caused him to miss 10 flights in the previous year. This conversation is:

A) need identification
B) relationship building
C) price negotiation
D) qualifying the prospect
E) post-sales service

This stage emphasizes the development of a vision for the project, which begins in the recognition of a need, a problem, or an opportunity to improve existing conditions, therefore, before preparing any proposal, it is necessary that first The problem or need of the company is clearly defined.

In case these are several needs but the funds and personnel available to carry out the projects that meet the requirements of the company are limited, then the company is forced to go through a decision-making process in which it will have to select those needs that when satisfied give a global result.