Setting call objectives is done during which of the following stages of the selling process?
Correct answer: B. Preapproach
- A. Prospecting
- B. Preapproach
- C. Approach
- D. Handling objections
Explanation
During the preapproach, the salesperson studies the prospect and sets objectives for the sales call before making contact. Prospecting identifies prospects, while the approach is the initial contact itself.
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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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