During the Preapproach Stage,a Salesperson Usually Conducts Additional Research About

question 103

Multiple Choice

During the preapproach stage,a salesperson usually conducts additional research about prospects and

• A) assists the prospect through the buying process.
• B) decides what role to play during the handling reservations stage.
• C) develops plans for meeting with the customer.
• D) offers initial concessions to gain the sale.
• E) determines which members of the customer's buying support team need to be present at the sales presentation.

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Definitions:

Intermediary

An entity or person who acts as a mediator or link between two parties in a financial transaction or process.

Global Market Entry

Strategies used by companies to enter into new international markets, involving consideration of factors like regulations, competition, and cultural differences.

Exporting

The selling of goods or services produced in one country to buyers in another country.

Direct Investment

An investment involving the purchase of the physical assets or a significant amount of ownership (stock) of a company in another country.