Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Question

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The next step in the personal selling process after evaluating potential customers is to preapproach, which involves planning the sales presentation, determining objectives for the call, and conducting research on the prospect's needs and preferences. This step helps the salesperson to be more prepared and effective in their approach to the customer.

Tim Has Just Finished Compiling a List of Potential Customers