For the past several years, you have been the leading sales representative in your firm. Most of the other sales reps think you make personal selling look easy. You know better, however, because it has not always been easy nor have you always been so successful. You have learned over the years that there are some key rules of personal selling that must be followed consistently for success. One of the rookie sales reps just asked you for some tips on success in personal selling. You told them to give you a list of their thoughts on what it takes to be successful in personal selling, and you will start the discussion there.

You were surprised by your new colleague's statements. Most of them are incorrect. Select the one true statement made by the rookie sales rep about successful personal selling tactics and approaches.

Pre$-$call planning is largely a waste of time. It's better to approach the prospect as quickly as possible.

Instead of wasting time trying to get referrals, you should work on becoming a cold calling expert.

Once you have closed the sale, it is time to move on$.$ The sales rep's job with that customer is done.