The Objective at the ________ Stage of the Personal Selling

question 161

Multiple Choice

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

• A) presentation
• B) approach
• C) follow-up
• D) preapproach
• E) close

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Definitions:

Propensity to Overestimate

A cognitive bias where individuals tend to overvalue the probability of positive outcomes or success.

Junk Bonds

Risky bonds issued by financially weak companies that pay high rates of interest. Also called high yield bonds.

Corporate Raiders

Investors who buy a large stake in a corporation with the goal to gain control and make changes to increase its value and their profit.

Hostile Takeovers

Hostile takeovers occur when a company acquires another company against the wishes of the target company's management and board of directors.