The step or stage of the personal selling process in which the salesperson attempts to schedule a sales call.

The step or stage of the personal selling process in which the salesperson attempts to schedule a sales call. In this stage one seeks to build rapport and establish how the salesperson can deliver value to the product. This is when the prospect decides whether he or she is interested in hearing a sales presentation.

A) 

Making the presentation.

B) 

Overcoming objections.

C) 

Approach.

D) 

Prospecting.