D Question 33 Prospecting is the step in which: O the salesperson targets likely buyers for a sales call you ask the buyer for a commitment to purchase information is gathered about the customer's needs O you have an initial meeting with the buyer/customer Question 34 The approach is the step in which: O you have the initial meeting with the buyer/customer O you ask the buyer for a commitment to purchase O you make cold calls O you make the pitch for your product/service The 6 steps of the personal selling approach are: prospecting, pre-approach, approach, presentation, close and servicing True O False w D Question 32 2 pts New Business Selling focuses efforts on the intermediaries in the channel of distribution True O False Question 35 The pre-approach is the step in which: O you are handling buyer objections O you are providing the buyer with post sale follow up O you gather information and find out about the customer and their needs O you make cold calls D Question 36 Sales forces can be organized in many ways including geographic, product and customer O True O False The last step in the sales process that is often ignored, yet is critical to keeping the business, is called: O needs approach O Servicing O Close O approach Question 39 1 p One disadvantage of paying sales people straight salary is there is no financial reward for good performance True O False