Jose is a salesperson for a firm that sells and leases heavy construction equipment. This equipment is very expensive, and is highly specialized. Jose spends a great deal of time learning about potential customers' needs, then locates exact specifications of equipment offered by all the major producers in the industry. Armed with this information, Jose is able to identify the best equipment for each job. Jose has completed the preapproach stage of the selling process.

Question

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Jose's process of learning about potential customers' needs and researching available equipment is part of the preapproach stage of the selling process.

Jose Is a Salesperson for a Firm That Sells and Leases