The Three Key Objectives of the Approach Stage of the Sales

question 67

Multiple Choice

The three key objectives of the approach stage of the sales presentation are:

• A)to understand customer's communication style,build rapport and discuss business.
• B)capture attention,develop interest,and build desire for products.
• C)establish referent power,reward power,and expert power.
• D)establish credibility,trust,and expert power with the customer.
• E)build rapport,capture customer's attention,and transition to need discovery.

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Definitions:

Latin Root

The base of a word derived from Latin, often used to understand the origin and meaning of English words.

Biological Drives

Innate impulses that direct or motivate behavior to satisfy physiological needs, such as hunger, thirst, or reproduction.

Extrinsic Motivation

Refers to motivation that comes from external factors or rewards, such as money, fame, grades, and praise, rather than internal desire or interest.

Unpleasant Situation

A scenario or condition that is disagreeable or uncomfortable for the individuals involved.