During the preapproach stage of the selling process, a salesperson should:
a. provide information about various referrals and discounts available.
b. learn as much as possible about a prospect's organization and its buyers.
c. create point-of-purchase displays.
d. handle price objections and close the sale.
ANSWER: b
During the preapproach stage of the selling process, the salesperson should learn as much as possible about a prospect's organization and its buyers. Another task in preapproach is to determine whether the actual approach should be a personal visit, a phone call, a letter, or some other form of communication.
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