After Prospects Have Been Identified and Qualified, the Next Step

question 240

Multiple Choice

After prospects have been identified and qualified, the next step in the selling process is ________. This step requires the salesperson to learn as much as possible about the potential customers' wants and needs.

• A) customer specification
• B) the preapproach
• C) consumer trait analysis
• D) customer quantification

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Definitions:

Portuguese Merchants

Refers to traders from Portugal who were particularly active during the Age of Discovery, engaging in commerce around the world, especially in spices, gold, and slaves.

Mediterranean Atlantic

Referring to the area or regions bordering or near the Mediterranean Sea and the Atlantic Ocean, particularly influencing climate and trade.

Westerlies

Prevailing winds that blow from the west to the east in the temperate zones of the Earth.