Marlene Arau is a member of the sales force at Urban Fashions, a clothing manufacturer. Marlene is preparing for a first meeting with a wholesaler who is a potential customer. Marlene is learning as much as she can about the wholesaler's organization. Marlene is in the ________ step of the personal selling process.

Question

Quizplus · Accepted Answer

Marlene is in the preapproach step of the personal selling process, where she is learning as much as she can about the potential customer before making contact. This step is important for building a foundation of knowledge and understanding that can be used to customize the sales approach and communication style to better fit the needs and interests of the customer. The other steps in the personal selling process include prospecting, approach, sales presentation, and overcoming objections.

Marlene Arau Is a Member of the Sales Force at Urban