Howard Genks Works as a Sales Representative for Med-Tex, a Firm

Multiple Choice

Howard Genks works as a sales representative for Med-Tex, a firm that manufactures hospital supplies. Recently, a prospective buyer walked into the Med-Tex store seeking beds for the children's ward in his private clinic. Howard quickly showed the client the range of beds available that were designed specifically for children. In which of the following steps of the selling process was Howard?

A) prospecting
B) qualifying
C) follow-up
D) handling objections
E) presentation and demonstration