Xi Is Searching Through His Company's Files of Its Customers

question 170

Multiple Choice

Xi is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed.Which stage of the personal-selling process is this?

• A) Making the presentation
• B) Approaching the prospect
• C) Prospecting
• D) Following up
• E) Closing the sale

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Definitions:

Introversion/Extraversion

A personality dimension that describes the extent to which individuals are outgoing and gain energy from social interaction, versus those who are more reserved and gain energy from solitude.

Heritable

A characteristic or trait that can be passed from parents to their offspring through genes.

Trait Approach

A perspective in psychology that focuses on the identification and measurement of specific personality traits to understand individual differences.

Personality

The combination of characteristics or qualities that form an individual's distinctive character and influence behaviors, thoughts, and emotions.