Entrepreneurship and Small Business (ESB) Certification Practice Exam

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Prepare for the Entrepreneurship and Small Business Certification Exam. Use our quiz featuring flashcards and multiple-choice questions, complete with hints and detailed explanations. Ensure your success on the ESB certification!

Each practice test/flash card set has 50 randomly selected questions from a bank of over 500. You'll get a new set of questions each time!

Practice this question and more.

In the sales process, which steps happen before the sales pitch?

Prospect, Approach
Follow-up, Overcome objection
Present, Close deal
Negotiate, Sign contract

The correct answer is: Prospect, Approach

The steps that occur before the sales pitch are crucial for setting the stage for a successful sales conversation. The prospecting stage involves identifying potential customers who may have an interest in the product or service. It's about recognizing leads that fit the target market and gathering information about their needs and preferences. Following this, the approach stage is where the salesperson makes initial contact with the prospect. This step is essential for establishing rapport and understanding the prospect’s situation. Together, these actions prepare the salesperson to deliver an effective pitch that is tailored to the needs recognized during the prospecting and approach phases. The other sequences mentioned relate to actions that take place after the initial pitch has been made, such as presenting solutions, addressing objections, negotiating terms, and finalizing the sale with a contract. These processes are essential for closing deals but occur subsequent to the foundational steps of prospecting and approaching the customer.