What Would Most Likely Occur at the Preapproach Stage in a Business

question 201

Multiple Choice

What would most likely occur at the preapproach stage in a business selling situation?

• A)The order getter would make initial contact with the order taker.
• B)The search for and qualification of prospects would begin.
• C)The initial meeting would transpire and business would be concluded.
• D)A decision would be made concerning whether the sale was to be a straight rebuy, a modified rebuy, or a new buy.
• E)The buying role of the prospect, important buying criteria, and the prospect's receptivity to a presentation would be determined.

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Definitions:

Positivism

A philosophical approach that asserts that the only authentic knowledge is that which is based on actual sense experience and positive verification.

Research Ethics

A set of ethical guidelines that governs the conduct of research to ensure the integrity of research practices and the protection of participants' rights and welfare.

Debriefing

Involves interviewing participants after a study to clarify what occurred and deal with any fallout related to deception.

Voluntary Participation

The principle that individuals have the right to choose whether to engage in a particular activity, especially relevant in ethical considerations of research and social programs.