The stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build a rapport with the prospective customers is called
A. prospecting.
B. preapproach.
C. approach.
D. making the presentation.
E. overcoming objections.
Answer: C
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A. lateral B. horizontal C. downward D. upward
______ incentives reinforce performance of a single person with a reward that is significant to that person.
A. Group B. Individual C. Lateral D. Structural
An integral component of a concentrated marketing strategy is _____
a. a high-fashion image b. a clear organizational mission statement c. a focus on one specific market segment d. a mass market appeal
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A) It is carried out by means of false representation. B) It is carried out by means of fear or force. C) It is carried out by means of stealth. D) It is commonly called theft by persons with legal training.