Ellen heads the sales force of Track Inc. Track provides services that link buyers and suppliers. However, at present the sales team's responsibilities involve seeking out only selected buyers who are perceived to have the resources and the authority to buy the services. Ellen is the head of a team that is in the _____ stage of personal-selling evolution.

Question

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The sales team is seeking out selected buyers, which indicates that they are still in the prospecting stage of personal-selling evolution, where the focus is on identifying potential customers. The other stages are persuader, where the salesperson focuses on convincing customers to buy; problem-solver, where the focus is on providing solutions to customer problems; provider, where the focus is on providing ongoing support and service to customers; and procreator, where the focus is on creating new products or services to satisfy customer needs.

Ellen Heads the Sales Force of Track Inc