What would most likely occur at the preapproach stage in an industrial selling situation?
a) The order getter would make initial contact with the order taker
b) The search for and qualification of prospects would occur
c) The initial meeting would occur and business would be discussed
d) A decision would be made concerning whether the sale was to be a straight rebuy, a modified rebuy or a new buy
e) The buying role of the prospect, important buying criteria and the prospect's receptivity to a presentation would be determined
Answer: e