In which step of the personal-selling process would you identify key decision makers, review account histories, and prepare a sales presentation?

A) the preapproach step
B) the presentation step
C) the approach step
D) the qualifying step
E) the prospecting step

Sales Presentation

A structured pitch or demonstration aimed at persuading potential buyers to purchase a product or service.

Preapproach Step

The stage in the sales process where the salesperson gathers relevant information about a potential customer before making the initial contact or sales pitch.

Key Decision Makers

Individuals or groups within an organization who have the authority to commit resources and make significant choices affecting the direction and outcomes of projects or business strategies.