Marlene Arau Is a Member of the Sales Force at Urban

Multiple Choice

Marlene Arau is a member of the sales force at Urban Fashions, a clothing manufacturer. Marlene is getting ready for a first meeting with a wholesaler who is a potential customer, and she is preparing herself by learning as much as she can about the wholesaler's organization. Marlene is in the ________ step of the personal selling process.

A) prospect and qualify
B) preapproach
C) approach
D) handle objections
E) follow-up