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Individual selling is a direct and personal process in which a salesperson communicates with an individual customer to understand needs, explain products, remove doubts, and encourage purchase. In retail marketing and communication, individual selling is important because customers often require personal attention before making a buying decision. The process generally begins with prospecting, where the salesperson identifies potential customers who may need the product or service. In a retail store, this may involve identifying customers entering the store, observing their interests, or approaching customers who appear to be looking for a particular product. The second step is pre-approach. The salesperson collects relevant information about the customer, such __________ ______ ________ ______ ________ ______ _____ _______ _________ ___ _________ ___.
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