The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes

A) where the customer is in the buying process.
B) how much time has been allocated for the presentation.
C) which of the alternative products to demonstrate.
D) whether to quote a full price or discount price.
E) which type of follow-up will be needed.

Establishing where the customer is in the buying process allows the salesperson to tailor their presentation to the customer's needs and interests, increasing the likelihood of a successful sale. Knowing how much time has been allocated or which product to demonstrate may also be important, but they are less critical to establishing a good rapport and meeting the customer's needs. The price and follow-up can be discussed later in the presentation.