Diana went to Kleinfeld’s (the retailer on the TLC

show, “Say Yes to the Dress”) to look at wedding

dresses. She had an idea of what she was looking

for, but was also interested in feedback from the

sales associate. The sales associate, sensing Diana’s

buying mode, began with the stage of the

selling process.

a. generate leads

b. preapproach

c. closing the sale

d. follow-up

e. sales presentation

AppendixLO1