Which of the Following Steps, in the Seven Essential Steps

question 32

Multiple Choice

Which of the following steps, in the seven essential steps in the personal selling process, takes the longest to complete?

• A) prospecting
• B) sales presentation
• C) closing
• D) handling objections
• E) pre-approach

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Definitions:

Cultural Change

The transformation of the collective behaviors, values, practices, and norms of an organization or society over time.

Organization's Culture

The shared values, beliefs, norms, and practices that define a business or institution and shape its work environment and employee behavior.

Difficult Change

Refers to changes or transformations within an organization or individual's life that are hard to implement and accept.

Cultural Diversity

The existence of a variety of cultural or ethnic groups within a society, recognizing and valuing differences in tradition, history, and modes of expression.