Figure 21-3 -As Shown in Figure 21-3 Above, Box D Is the Is

question 143

Multiple Choice

Figure 21-3
-As shown in Figure 21-3 above, Box D is the ________ stage in the personal selling process.

• A) approach
• B) preapproach
• C) presentation
• D) prospecting
• E) follow-up

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Definitions:

Reciprocity/Obligation Approach

A social exchange theory suggesting that individuals feel compelled to return favors or help to those who have aided them.

Persuader

An individual or tool that influences others' attitudes, beliefs, or actions through argument, reasoning, or appeal.

Social Proof

A mental phenomenon in which individuals mirror the behaviors of others, believing it to be the appropriate response for a particular scenario.

Advertiser

A person or organization that promotes products, services, or ideas through various forms of media to attract customers or supporters.