The Approach Step of the Selling Process Attempts to

question 38

Multiple Choice

The approach step of the selling process attempts to

• A) qualify potential customers who are willing and able to buy.
• B) build credibility and establish rapport.
• C) close the sale.
• D) learn about potential customers and their wants and needs.

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Definitions:

Capital

Economic resource that is used in the production of goods and services. It includes tools, buildings, machinery, and equipment.

Either-Or Decision

A decision-making process that involves choosing between two mutually exclusive options or paths.

Implicit Cost

The opportunity cost equal to what a firm must give up in order to use resources it already owns, not directly involving monetary payment.

Marginal Analysis

The study of marginal decisions.