Question

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.

Options

• 2. & 3.

• 1. & 4.

• Only 4.

• Only 1.

Answer 1

Only 1.

Explanation:

Prospecting is the initial step in the personal selling process, and it consists entirely of looking for, locating, and identifying potential consumers (leads) who may need or want the product. Face-to-face interaction constitutes the approach stage, product display occurs during the presentation stage, and initial administrative preparation includes the development of a well-trained sales staff.