In Which Step of the Personal-Selling Process Would You Identify

question 15

Multiple Choice

In which step of the personal-selling process would you identify key decision makers,review account histories,and prepare a sales presentation?

• A)the prospecting step
• B)the pre-approach step
• C)the presentation step
• D)the qualifying step
• E)the approach step

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Definitions:

Status Allocation

The process by which social status is distributed among the members of a group.

Gender And Race

Social categories that significantly impact an individual's identity and experiences based on their gender and racial or ethnic background.

High Levels Of Obedience

A psychological phenomenon where individuals comply with orders from an authority figure, often against their own personal morals or beliefs.

Three-Stage Theory

A psychological model that describes the process of memory retention, including the stages of encoding, storage, and retrieval.