Which of the Following Statements About the Selling Process Is

question 17

Multiple Choice

Which of the following statements about the selling process is true?

• A) The selling process consists of ten basic steps.
• B) Some steps in the selling process occur simultaneously.
• C) Prospecting is the second step in the selling process.
• D) Preapproach planning is the third step in the selling process.
• E) Trial close is the last step of the selling process.

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Definitions:

Symbolic Interactionism

A sociological perspective stressing the importance of symbolic communication and how social reality is constructed through interaction in social contexts.

Social Role Theory

The theory that much of social behavior is determined by societal expectations and norms associated with each individual's roles.

Self-perception Theory

A psychological theory that suggests individuals develop their attitudes and feelings by observing their own behavior and concluding what attitudes must have caused it.

Symbolic Interactionism

A sociological theory that emphasizes the role of symbols and language in the development of individual identity and social interactions.