Which step of the personal-selling process is difficult because it requires the salesperson to overcome the fear of being rejected?

A) preapproach
B) approach
C) handling objections
D) sales presentation
E) gaining commitment

Gaining commitment (closing the sale) is often considered the most challenging step in the personal-selling process because it is the point at which the salesperson asks the customer to make a decision. This step can be difficult due to the fear of rejection, as the salesperson risks hearing a "no" after investing time and effort in the sales process.