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Tim just was hired in his first full$-$time job. He has been hired to sell medical equipment for a certain territory. He doesn't know the territory well, so he starts spending a lot of time seeing what medical facilities there are there, how many pharmacies are in the area, and identifying the right contacts at each. Tim is engaged in

the consultative selling approach.

prospecting.

the selling formula approach.

closing.

follow$-$up after the sale.