Maya is a sales representative for an artificial intelligence company. She attends a trade show and sets up a booth so attendees can learn more about her company. She collects the name and contact information of trade show attendees who visit her booth on an iPad. When she gets back to her office, Maya plans to review the contacts and determine whether they are current or previous clients of her firm, their industry and interests, and whether they are the key decision makers of the businesses. After this, her coworker Alan will call any relevant contacts to create a favorable impression and build rapporti Refer to Scenario 17.1. Alan plans to engage in which step of the personal selling process? Making the presentation Overcoming objections Approach Prospecting X Preapproach