The Steps in the Personal-Selling Process, in Order, Are Which

question 47

Multiple Choice

The steps in the personal-selling process, in order, are which of the following?

• A) approach, pre-approach, questioning, demonstration, handling objections, closing the deal, suggestion selling, and follow-up
• B) pre-approach, approach, questioning, demonstration, handling objections, closing the deal, suggestion selling, and follow-up
• C) demonstration, pre-approach, approach, questioning, handling objections, closing the deal, suggestion selling, and follow-up
• D) questioning, demonstration, approach, pre-approach, handling objections, closing the deal, suggestion selling, and follow-up

---

Definitions:

Long Run

A period in which all inputs, including capital assets, can be adjusted by firms in response to market conditions.

Unit of Account

A standard monetary unit of measurement of the market value/cost of goods, services, or assets.

Real Value

The value of an object or service adjusted for inflation, reflecting its true purchasing power.

Nominal Interest Rate

The interest rate stated on a loan or investment agreement, without adjustment for inflation.