21) [Harry Winston] John Rollins is a sales rep for Harry Wi…
21) [Harry Winston] John Rollins is a sales rep for Harry Winston, a maker of luxury jewelry. He is planning on making a sales call to Kim Kardashian, and wants to make certain that he does well. He collects samples of his company’s best pieces, watches red-carpet videos to see what sort of jewelry KK likes to wear, and determines which of his company’s pieces are most likely to resonate with KK. What stage of the selling process is John engaged in?
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