Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to



a) approach.

b) preapproach.

c) make the presentation.

d) prospect.

e) overcome objections.



Answer: b) preapproach.


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