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 logic in the sequence.All of the following describe the personal selling process except

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.