The Step in the Selling Process That Poses the Most

question 38

Multiple Choice

The step in the selling process that poses the most difficult challenge to the salesperson simply because he/she lacks confidence in dealing with this step is:

• A) handling objections.
• B) presentation.
• C) prospecting.
• D) closing.
• E) none of the above

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Definitions:

Intensive Distribution

Intensive distribution is a strategy where a company makes its product available through as many outlets as possible to maximize coverage and product availability.

Selective Distribution

A type of distribution strategy that involves placing products in selected retail outlets, rather than mass marketing or exclusive distribution.

AIDA Model

A marketing framework that outlines the customer journey as Attention, Interest, Desire, and Action, guiding marketers in creating effective advertising strategies.

Potential Customers

Individuals or organizations that could become purchasers of a product or service but have not yet done so.