Which of the following is the first step in the external sales process?

The first step in the external sales process is the "jelly bean" introduction. This initial phase is crucial as it sets the stage for the sales interaction. During this step, the salesperson introduces themselves and establishes rapport with the potential client. It's an opportunity to create a positive first impression, engage the client, and start building a relationship.

By effectively introducing oneself, the salesperson can begin to create an environment of trust and openness, which is key to facilitating the subsequent steps in the sales process, such as fact-finding and delivering a sales presentation. A well-executed introduction can lead to a more productive conversation, as it encourages the client to be more receptive to the salesperson’s approach and offerings.

In essence, this introductory phase is foundational, as it lays the groundwork for understanding the client's needs and moving towards a successful sales outcome.