The Stage of the Personal Selling Process in Which the Salesperson

question 157

Multiple Choice

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

• A) prospecting.
• B) preapproach.
• C) approach.
• D) making the presentation.
• E) overcoming objections.

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Definitions:

Supply Curve

A graphical representation showing the relationship between the price of a good or service and the quantity of that good or service that a supplier is willing and able to supply in the market.

Break-Even Point

The point at which total costs and total revenue are equal, resulting in no profit or loss.

Competitive Firm

is a business that operates in a market where it has to compete with other firms for customers and cannot influence market prices.

Economic Profit

The surplus obtained from total revenues minus both explicit (out-of-pocket) and implicit (opportunity) costs of all resources employed.