During Which Step of the Personal-Selling Process Does the Salesperson

question 50

Multiple Choice

During which step of the personal-selling process does the salesperson establish a rapport that sets a foundation for the relationship and asks questions to learn more about the prospect and his or her needs and wants?

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

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Definitions:

Belongingness

The human emotional need to be an accepted member of a group, whether it is friends, family, or co-workers.

Love Needs

According to Maslow's hierarchy of needs, these are emotional requirements for interpersonal affection, belonging, and love from family, friends, and romantic partners.

Physiological Needs

Basic bodily requirements essential for survival, such as food, water, sleep, and shelter, as proposed in Maslow's hierarchy of needs.

Relationships

Bonds or connections between individuals or entities characterized by emotional or social interactions.