The goal of the social contact during the approach is to:
A)develop interest.
B)understand buyer's needs.
C)establish rapport and trust.
D)understand buyer's communication style.
E)get more comfortable for the presentation.

Question

Quizplus · Accepted Answer

The social contact during the approach is primarily used to establish rapport and trust with the buyer. While developing interest and understanding the buyer's needs are also important, these goals are typically achieved during later parts of the sales process. Understanding the buyer's communication style and getting more comfortable for the presentation may also be important, but again, these are secondary objectives during the approach.

The Goal of the Social Contact During the Approach Is