During the Preapproach Stage, a Salesperson Usually Conducts Additional Research

question 113

Multiple Choice

During the preapproach stage, a salesperson usually conducts additional research about prospects and

• A)assists the prospect through the buying process.
• B)decides what role to play during the handling reservations stage.
• C)develops plans for meeting with the customer.
• D)offers initial concessions to gain the sale.
• E)determines which of the customer's buying support team need to be present at the sales presentation.

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Definitions:

Work Process

The sequence of activities or tasks that are undertaken to achieve a specific goal within an organization.

Verbatim

The exact words were used, with no changes or paraphrasing.

Purposeful Notes

Notes taken with clear intentions or objectives in mind, often to aid in learning or project completion.

Natural Skill

An inherent ability or talent that an individual exhibits without formal training.