Commercial Applications
With reference to steps in personal selling, which statement is (are) correct?
(1) Prospecting means locating and identifying the potential buyers for sales.
(2) Prospecting means to make face to face contact with buyers.
(3) Prospecting means after meeting buyers, display the product.
(4) Prospecting makes well trained sales force.
- 2 & 3
- 1 & 4
- Only 4
- Only 1
Sales
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Answer
Only 1
Reason — Prospecting means locating and identifying potential buyers (Statement 1 — correct). Making face-to-face contact is the Approach step, displaying the product is the Presentation step, and training the sales force is part of the Preparation step. Hence, only Statement 1 is correct.
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