Although a Sales Representative May Skip a Step in the Personal

Multiple Choice

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps, there is a logic in the sequence. Which of the following would NOT be appropriate in the personal selling process?

A) Before a salesperson can work through the preapproach, leads must be qualified.
B) The customer's reservations must be addressed before closing the sale.
C) Closing the sale is the final-and most satisfying-part of the process.
D) Carefully working through the preapproach will make the next step-the sales presentation-more effective and efficient.
E) Follow-up may include additional sales for the representative.