Tim Has Just Finished Compiling a List of Potential Customers

question 149

Multiple Choice

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

• A) approach.
• B) preapproach.
• C) make the presentation.
• D) prospect.
• E) overcome objections.

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Definitions:

Diaphoresis

Medical term for excessive sweating, often a response to stress, high temperature, or physical exertion.

Throbbing Headache

A type of headache characterized by a pulsating or pounding sensation, often associated with conditions such as migraines.

Confusion

A mental state in which a person is unable to think with their usual clarity or coherence, often caused by illness or medication.

Pedal Pulses

Pulses that can be felt at the top of the feet, which are used to assess the arterial flow to the lower extremities.