4 points Save The two steps in the personal selling process that are the most difficult for many new salespeople are because these are the steps in the process where the salesperson is most likely to be rejected by the potential customer and approach close O prospecting, dose O prospecting, follow-up O presentation, tal close A salesperson intentionally stands too close to a prospective customer. The salesperson is probably atten O make the customer nervous so s/he will walk away and not take any more of the salesperson's time. O to close the sale impress the customer with his/her friendly manner. O be friends with the customer