FIGURE 17-3
-Figure 17-3 above shows there are six stages in the personal selling process ("A" through "F") along with the objective(s) of each stage.If the salesperson's objective is to "gather information and decide how to approach the prospect," what is the name of this stage of the personnel selling process?

Question

FIGURE 17-3 
-Figure 17-3 above shows there are six stages in the personal selling process ("A" through "F") along with the objective(s) of each stage.If the salesperson's objective is to "gather information and decide how to approach the prospect," what is the name of this stage of the personnel selling process?

Quizplus · Accepted Answer

The stage in the personal selling process where the salesperson's objective is to gather information and decide how to approach the prospect is called the preapproach stage. During this stage, the salesperson conducts research on the prospect to better understand their needs and preferences before making initial contact.

FIGURE 17-3 -Figure 17-3 Above Shows There Are Six Stages in the Stages