The Main Goal of the First Step in the Personal-Selling

question 145

Multiple Choice

The main goal of the first step in the personal-selling process is to

• A)find as many potential customers as possible.
• B)find qualified prospects.
• C)identify a customer's product needs.
• D)identify a firm's key decision makers.
• E)have the salesperson meet the prospective customer.

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Definitions:

Child Ego State

Part of transactional analysis theory, referring to a set of behaviors, thoughts, and feelings replayed from one's own childhood.

Life Position

A concept in transactional analysis that refers to an individual's core beliefs about self and others, often summarized as "I'm OK; You're OK" as a healthy life position.

Transactional Analysis

A psychotherapeutic approach that analyses social transactions and interactions to understand and improve communication patterns and relationships.

Games

Structured forms of play or competitive activities, often governed by rules and undertaken for enjoyment, skill development, or educational purposes.