If the Salesperson's Objective Is to "Search for and Qualify

question 99

Multiple Choice

If the salesperson's objective is to "search for and qualify potential customers," what is the name of this stage in the personnel selling process?

• A)presentation
• B)approach
• C)prospecting
• D)follow-up
• E)preapproach

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Definitions:

Groupthink

A phenomenon where the desire for harmony or conformity in a group leads to irrational or dysfunctional decision-making outcomes.

Illusion of Invulnerability

A cognitive bias in which a person or group overestimates their immunity from harm or negative outcomes, often leading to risk-taking behaviors.

Illusion of Unanimity

The perception that everyone agrees within a group when in fact some members may disagree but are reluctant to voice their dissent.

Rational Model

A decision-making model based on logically working through options and choosing the most logical, efficient, and rational outcome.