At the ________ Stage in the Personal Selling Process, a Salesperson

question 152

Multiple Choice

At the ________ stage in the personal selling process, a salesperson gains a prospect's attention, stimulates interest, and builds the foundation for the sales presentation itself.

• A) approach
• B) prospecting
• C) preapproach
• D) qualifying
• E) trial close

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Definitions:

Sales Representatives

Individuals who represent a company in selling its products or services, often directly engaging with potential and current customers.

Nonfinancial Reward

Incentives or benefits given to employees or individuals that are not monetary, such as recognition or professional growth opportunities.

Sales Contest

A short-term incentive designed to elicit a specific response from the sales force.

Bonus

A payment made at management’s discretion when the salesperson attains certain goals; usually given only periodically, such as at the end of the year.