The Selling Process Consists of a Number of Steps

question 26

Multiple Choice

The selling process consists of a number of steps.Which of the following is NOT one of the steps in the personal selling process?

• A)prospecting
• B)qualifying leads
• C)presenting the offer
• D)overcoming objections
• E)compiling sales call reports

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Definitions:

Distress

A negative form of stress resulting from challenging situations that can lead to discomfort or even mental health issues if not managed properly.

Milgram

Refers to a series of social psychology experiments conducted by Stanley Milgram, which measured the willingness of participants to obey an authority figure who instructed them to perform acts conflicting with their personal conscience.

Experimenter's Orders

Instructions given by the leader of an experiment, which can significantly influence participants' behavior and responses.

Zimbardo

Refers to Philip Zimbardo, a psychologist noted for his research on social influence, including the famous Stanford prison experiment.