In overcoming objections in a sales presentation, in the approach, objections or questions are avoided, or the salesperson delays any direct answers, or passively accepts the objection without providing an answer or disputing the prospect's claim. direct answer non-dispute offset comparative-item In most cases, the most difficult part of prospecting is developing a list of potential customers determining which prospects are viable O deciding on the criteria for classifying prospects deciding the potential of prospects In terms of types of personal selling, missionary salespeople are salespeople who O provide information about a good or service actively generate potential leads and persuade customers to make a purchase follow-up telemarketing leads that have been generated O are involved in going to potential customers' places of business to solicit accounts The major advantage of personal selling over the other elements of the communication mix is that personal selling is more cost-effective O allows for two-way communication can be used in both consumer and business-to-business markets is more effective for the selling of services because of its characteristic of intangibility Suppose a bakery purchases $400 in flour every month from.Accorn Food Distributors. After some investigation, Accom leams that the bakery purchases an additional $600 a month of flour from other vendors. The share of the customer held by Accom is 15 percent 40 percent 60 percent 66 percent