Question

Which of the following takes place in the pre-approach stage of the personal-selling process? (Check all that apply.)

a) Identifying customer needs
b) Making the sales presentation
c) Establishing rapport
d) Planning the sales approach

Answer 1

The pre-approach stage of the personal-selling process involves identifying customer needs and planning the sales approach, but not making the sales presentation or establishing rapport.

Step-by-step explanation:

In the pre-approach stage of the personal-selling process, salespeople perform a variety of preparatory tasks before they interact with the customer.

This stage includes identifying customer needs and planning the sales approach. The pre-approach stage does not include making the sales presentation, as this happens during the actual interaction with the customer, nor does it typically involve establishing rapport, which generally occurs once the salesperson meets the customer.