During the Preapproach, What Does the Salesperson Do

question 24

Multiple Choice

During the preapproach, what does the salesperson do?

• A)ask for referrals
• B)learn as much as possible about the prospect's organization and its buyers
• C)create point-of-purchase displays
• D)handle pricing objections

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Definitions:

External Factors

Elements outside of an individual's or organization's immediate control that can influence outcomes or performance.

Group Deviancy

Behaviors within a group that deviate from the group's norms or societal expectations.

Pregroup Training

Training given to individuals or members before they join a formal group, aimed at preparing them for the group's objectives, norms, and dynamics.

Pregroup Screening

The process of evaluating potential group participants before they join, to ensure compatibility and readiness for the group's purposes.