In Which Step of the Selling Process Does a Salesperson

question 91

Multiple Choice

In which step of the selling process does a salesperson set call objectives?

• A) preapproach
• B) qualifying
• C) presentation
• D) prospecting
• E) approach

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Definitions:

Behavioral Psychologist

A professional who studies and applies principles of learning and behavior to understand and modify human actions.

Sociocultural Psychologist

A professional who studies how societal and cultural influences affect individual behaviors and mental processes.

Social-Cognitive Learning Theorists

Scholars who study how people learn by observing others, emphasizing the role of cognitive processes.

Cognitive Researchers

Scientists who study the mental processes involved in perception, memory, judgment, and decision making.