A Salesperson Finds and Analyzes Information About Each Prospect's Specific

question 102

Multiple Choice

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during

• A) prospecting.
• B) the approach.
• C) presentation preparation.
• D) overcoming objections.
• E) the preapproach.

---

Definitions:

Role-making

The process by which individuals create and define their own roles within a society or group, often shaping their social interactions and personal identities.

Role Distancing

A sociological concept describing how individuals may try to separate their identity from the roles they are expected to play to avoid fully embracing the identity associated with those roles.

Mediated Interaction

Communication or social interaction that takes place through a mediating tool, such as technology or media, rather than face-to-face.

Technologies

Are the application of scientific knowledge for practical purposes, especially in industry.