Oliver scheduled a sales meeting with a prospective customer to sell financial solutions. Before the meeting, he researched this customer’s demographic characteristics. During the meeting, he was able to offer customized financial solutions to the customer based on the customer’s individual needs. Which steps of the selling process did Oliver follow? Oliver followed the (answer 1) step of the selling process before the meeting, and the (answer 2) step during the meeting.

Choices for answer one:

A: pre-approach

B: approach

C: overcoming objections

Choices for answer two:

A: follow-up

B: closing

C: presentation

Note: PLATO assignment!