During the preapproach in the personal selling process, a sales person might learn that a prospect's favorite pastime is trout fishing, that he loves to spend his evenings reading science fiction, and that he is an avid University of Southern California football fan.

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During the preapproach phase of the personal selling process, a salesperson conducts research to gather information about the prospect, which can include personal interests and hobbies, to better tailor the sales approach and build rapport.

During the Preapproach in the Personal Selling Process, a Sales