_______ is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call?
Correct answer: B. Preapproach
- A. Prospecting
- B. Preapproach
- C. Approach
- D. Handling objections
Explanation
The preapproach takes place after prospecting and before the sales call, allowing the salesperson to research the prospect and plan the contact. The approach is the actual initial interaction with the prospective customer.
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Individual consumers, firms and markets are examined through demand and supply, elasticity, consumer choice, production, costs, revenue and the determination of prices and output. The topic also covers market structures such as perfect competition, monopoly and oligopoly, plus market failure, externalities and the distinction between microeconomic decisions and economy-wide outcomes.
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