The Stage of the Personal Selling Process in Which the Salesperson

question 157

Multiple Choice

The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called

• A) prospecting.
• B) preapproach.
• C) approach.
• D) making the presentation.
• E) overcoming objections.

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Definitions:

Learning Structure

An environment in which an individual can learn the information and skills required to enact a role.

Hacked

The unauthorized access or modification of computer systems or data, typically with malicious intent.

Control Theory

A theory in sociology and criminology that posits individuals refrain from deviant behavior due to the presence of social controls that encourage conformity.

Regulate

To control or maintain the rate or speed of a machine or process so that it operates properly; to control something, especially by making it work in a particular way.