Using referrals falls under the approach step in the personal selling process.
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Q128: Some support personnel, such as trade salespeople,
Q129: In the cold canvass technique, the salesperson
Q130: It is never good to ask customers
Q131: The approach step is an important step
Q132: One of the best ways to overcome
Q134: Locating prospects, educating customers, and building goodwill
Q135: Closing the sale is not a part
Q136: The focus of personal selling is shifting
Q137: The missionary salesperson's primary purpose is to
Q138: If possible, the salesperson should handle objections
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