If the salesperson's objective is to begin converting a prospect into a customer by creating a desire for the product or service, what is the name of this stage in the personnel selling process?
A. presentation
B. approach
C. follow-up
D. prospecting
E. preapproach
Answer: A
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Which of the following is one of the Big 5 personality dimensions?
A. Dependability B. Tolerance for ambiguity C. Openness to change D. Agreeableness E. Openness to extremes
Explain what is meant by "Trade-offs may occur among the five sources of competitive advantage, but this does not need to be a zero-sum game."
What will be an ideal response?
All of the following are examples of quantitative components of screening criteria that are used to narrow down to marketing strategies EXCEPT
A. annual projected sales dollars. B. number of units sold. C. projected profit. D. strengths of the company. E. market share.
The error of rejecting a true null hypothesis is
A. a Type I error. B. a Type II error. C. always negligible in hypothesis testing. D. never committed in hypothesis testing.