Using a Present Customer's Name as a Reference Is Most

question 70

Multiple Choice

Using a present customer's name as a reference is most likely a technique salespeople will use during the _____ phase of personal selling.

• A) prospecting and qualifying 
• B) preapproach 
• C) approach 
• D) sales presentation 
• E) follow up

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Definitions:

Feedback

Information provided as a response to an action, process, or behavior, intended to guide future improvements or decisions.

Control System

Procedures and tools designed to monitor performance, compare it with goals, and take corrective action as necessary to ensure the achievement of strategic objectives.

Customer Needs

The recognized necessities or desires that consumers look to fulfill through purchasing products or services.

Six Sigma

A set of techniques and tools for process improvement, aiming at reducing defects and variability in manufacturing and business processes.