The Objective at the ________ Stage of the Personal Selling

question 161

Multiple Choice

The objective at the ________ stage of the personal selling process is to convert a prospect into a customer by creating a desire for the product or service.

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

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Definitions:

DSM-5

The Diagnostic and Statistical Manual of Mental Disorders, Fifth Edition, a comprehensive classification system for mental disorders published by the American Psychiatric Association.

Major Depression

A mood disorder marked by persistent feelings of sadness, hopelessness, and a lack of interest or pleasure in activities.

Unipolar Depression

A major depressive disorder characterized by persistent sadness, loss of interest in activities, and other symptoms affecting a person's emotional and physical well-being, without episodes of mania.

Seasonal Affective Disorder (SAD)

Disorder identified by a 2-year period in which a person experiences major depression during winter months and then recovers fully during the summer; some people with this disorder also experience mild mania during summer months.