Using a present customer's name as a reference is most likely a technique salespeople will use during the _____ phase of personal selling.

Question

Quizplus · Accepted Answer

Using a present customer's name as a reference is a part of the approach phase of personal selling, where the salesperson makes the first contact with the prospective customer and tries to establish a rapport with them. The approach is a critical phase because it sets the tone for the rest of the sales process.

Using a Present Customer's Name as a Reference Is Most