The Approach Step of the Selling Process Attempts to

question 38

Multiple Choice

The approach step of the selling process attempts to

• A) qualify potential customers who are willing and able to buy.
• B) build credibility and establish rapport.
• C) close the sale.
• D) learn about potential customers and their wants and needs.

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Definitions:

Contributing Function

A role or activity that plays a part in achieving a larger purpose or result.

Functionalism

A theoretical framework in sociology that views society as a complex system whose parts work together to promote solidarity and stability.

Robert Merton

An influential sociologist known for developing theories such as the strain theory and concepts like self-fulfilling prophecy.

Erving Goffman

A highly influential sociologist known for his works on symbolic interactionism, he explored social identity, group dynamics, and the concept of the "presentation of self" in everyday life.