A Salesperson Who Is Contacting Possible Buyers by Mail or Phone

question 6

Multiple Choice

A salesperson who is contacting possible buyers by mail or phone to assess their level of interest and financial capacity is in the ________ step in the selling process.

• A) preapproach
• B) prospecting
• C) qualifying
• D) following up
• E) objection handling

---

Definitions:

Triple Bottom Line

A sustainability framework that measures a company's success based on three Ps: People, Planet, and Profit, highlighting the importance of social and environmental responsibility.

Social Responsibility

Social responsibility is the commitment of a business to contribute to the well-being of communities and the environment, beyond what is legally required.

Environmental Forces

Environmental forces are external factors such as social, economic, technological, environmental, and political conditions that can affect an organization's operations and strategic planning.

Cause Marketing

A marketing strategy where businesses align with social issues or causes to generate both social and brand value.