The Step of the Personal Selling Process in Which a Salesperson

question 124

Multiple Choice

The step of the personal selling process in which a salesperson contacts a potential customer is called

• A) making the presentation.
• B) cold calling.
• C) the preapproach.
• D) the approach.
• E) prospecting.

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Definitions:

Proximity

The physical or psychological closeness or distance between people, objects, or concepts, affecting relationships and interactions.

Familiarity

refers to the level of knowledge or recognition that an individual has about a certain concept, object, or person, often resulting from prior experience or exposure.

Self-fulfilling Prophecy

A belief that leads to its own fulfillment due to the behavior of the believer or others.

External Attribution

The process of explaining someone's behavior by referring to external conditions or situations outside of the person's control.