What describes a salesperson's provision of additional useful information at the beginning of a sales call?

The correct choice is seeding, which refers to the technique of providing additional useful information at the beginning of a sales call. This approach is designed to engage the prospect effectively by offering value right from the outset. Seeding is used to build a foundation for a more meaningful interaction by sharing insights or information that the prospect is not aware of, thereby demonstrating the salesperson's expertise and the potential benefits of their product or service.

This strategy sets a positive tone for the conversation, allowing the salesperson to establish credibility and create interest before diving into a more detailed presentation or discussion. By “planting seeds” of valuable information early on, the salesperson increases the likelihood of capturing the prospect's attention and fostering a productive dialogue.

The other choices do not accurately capture the essence of this approach. Pre-call preparation focuses more on the necessary steps a salesperson takes before the actual call, such as researching the prospect and strategizing the sales process. Value offering is broader and refers to the overall benefits presented to the prospect throughout the sales interaction, not specifically at the beginning. Engagement strategy is a general term that describes different methods to engage with customers but lacks the specific connotation of providing initial valuable information that seeding implies.