Which of the following questions is LEAST relevant during the preapproach stage of the sales process?
A) How is the purchasing process conducted at the company?
B) How is the purchasing department structured?
C) How can I overcome psychological resistance?
D) Is purchasing centralized?
E) What is the best contact approach?

Question

Quizplus · Accepted Answer

Overcoming psychological resistance is more relevant during the approach or presentation stage of the sales process, rather than the preapproach stage. The preapproach stage focuses on gathering information about the prospect and the company to prepare for the approach. A, B, D, and E are all relevant questions during this stage as they help the salesperson understand the prospect's organizational structure, decision-making process, and best approach for initiating contact.

Which of the Following Questions Is LEAST Relevant During the Preapproach