Question: Meg Ryan spends hours searching for background data on sales prospects in the SEC's Edgar database, Hoover's, The Wall Street Journal, Standard & Poor's 5

Meg Ryan spends hours searching for background data on sales prospects in the SEC's Edgar database, Hoover's, The Wall Street Journal, Standard & Poor's

500

Directory, and Dun & Bradstreet's Million Dollar Directory. Meg will use this information to help structure her sales presentation. She is engaged in step of the personal selling process.

Prospecting

Presentation.

Approach

Qualifying

Pre

-

approach

Meg Ryan spends hours searching for background data on sales prospects

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