Arturo is a salesperson for a firm that sells and leases heavy construction equipment. This equipment is very expensive, and is highly specialized. Arturo spends a great deal of time learning about potential customers' needs, then locates exact specifications of equipment offered by all the major producers in the industry. Armed with this information, Arturo is able to identify the best equipment for each job. Arturo has completed the preapproach stage of the selling process.

Question

Quizplus · Accepted Answer

In the preapproach stage the salesperson does further research by learning as much as possible about customers and their wants and needs.

Arturo Is a Salesperson for a Firm That Sells and Leases