Question: As shown in Figure 1 8 - 3 , Box A is the _ _ _ _ _ _ _ _ stage in the personal

As shown in Figure 18-3, Box A is the ________ stage in the personal selling process.
A summary table of stages and objectives, with additional comments marked A through F.The table includes the stage, its objective and comments about it.1. The objective for B is to search for and quality prospects. 2. The objective for D is to gather information and decide how to approach the prospect. 3. The objective of E is to gain a prospects attention, stimulate interest, and make transition. 4. The objective of A is to begin converting a prospect into a customer by creating a desire for the product or service. 5. The objective of C is to obtain a purchase commitment from the prospect and create a customer. 6. The objective of F is to ensure that the customer is satisfied with the product or service.
Figure 18-3
Multiple Choice
approach
presentation
follow-up
preapproach
prospecting

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