What Would Most Likely Occur at the Preapproach Stage in a Business

question 185

Multiple Choice

What would most likely occur at the preapproach stage in a business selling situation?

• A)The search for and qualification of prospects would begin.
• B)Order getter would make initial contact with the order taker.
• C)The initial meeting would transpire and business would be concluded.
• D)A decision would be made concerning whether the sale was to be a straight rebuy, a modified rebuy, or a new buy.
• E)The buying role of the prospect, important buying criteria, and the prospect's receptivity to a presentation would be determined.

---

Definitions:

Benefits

In the FAB sales approach, individual values attached to the advantages offered by various product features.

Delivery Salespeople

Sales representatives whose chief role is product delivery; sometimes called route salespeople.

Order-Taking

The process of receiving and processing customer orders, typically performed by sales personnel or through automated systems.

Customer Base

The group of consumers who repeatedly purchase the goods or services of a business, forming its main source of revenue.