PT Inc.​PT Inc. is an emerging company that wants to focus on personal selling, sales

P&T Inc.

P&T Inc. is an emerging company that wants to focus on personal selling, sales

promotion, and public relations activities. P&T’s management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal. Another important route they would like to take is to learn more about the various types of sales promotion. Finally, management would like to focus more on publicity-based PR. By concentrating on these areas, the company believes that it will be able to successfully make a promotional campaign.

78. Refer to P&T Inc. During which step of the personal selling process should an P&T salesperson ask the prospect to buy the product?

a. 

Closing the sale

b. 

Prospecting

c. 

Answering objections

d. 

Approaching the prospect

e. 

Making the advertisement

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