Question

"Scenario 18.1 Sheila works at an industrial products firm. She is sent to an industrial products trade show to man a booth. At the booth she talks with a number of company representatives and urges them to write their names and contact information on a card, so she can contact them later. When she gets back to the office, Sheila plans to go over the contacts and do some research to determine whether they have bought from the firm before, their industry and interests, and whether they are the key decision makers of the businesses. Refer to Scenario 18.1. At the trade show, Sheila is engaging in which stage of the personal selling process."

Answer 1

Prospecting

Step-by-step explanation:

Personal selling process: is a form of communication that involves person to person. It is done mostly by a salesperson to a potential customer of a particular goods or services and it is in seven stages represented in the below attached file.

Prospecting is a stage in the process that entails closely identifying potential customers.

At the trade show, Sheila engaged in the prospecting stage of the selling process.