The Preapproach Stage in the Creative Selling Process Is When

question 112

Multiple Choice

The preapproach stage in the creative selling process is when the salesperson ________.

• A) meets the customer for the first time
• B) learns as much as possible about a prospective customer before making a sales call
• C) identifies potential customers likely to be interested in purchasing the product
• D) anticipates reasons the potential customer might not be interested in purchasing the product
• E) clarifies and overcomes a customer's concerns about buying

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Definitions:

Scale Construction

The process of developing a tool or instrument for measuring variables, typically involving item generation and validation.

Randomness

A principle in which individual outcomes or events are unpredictable, but the statistical distribution of outcomes over many repetitions will show a specific pattern.

Scale Items

Individual questions or statements in a survey or questionnaire that are scored to measure a particular construct or variable.

Readability

The ease with which text can be read and understood by its intended audience.