This activity is important because marketing students should understand how digital and social media marketing are transforming selling processes: a concept known as Sales 2.0. Rachel is a management student who is interested in one day working as a human resources specialist. For a class assignment in her business communications class, she has been asked to deliver a presentation on a relevant business topic of her choice. Being an avid social media user, Rachel has decided that she wanted to look into how social media is changing the way businesses and their employees interact with customers. As part of her research, she has found extensive coverage relating specifically to how salespeople are using social media throughout the personal selling process. The goal of this exercise is to assist Rachel by categorizing each of nine (9) social media related sales activities she has found in her research into one of five stages of the personal selling process: prospecting, pre-approach, approach, presentation, or follow-up.

For each of the activities that Rachel has uncovered, select the appropriate step of the personal selling process.
a. Comment on a customerâs blog with a shared link to great relevant content.
b. Retweet a prospectâs twitter post about the new draft pick made by the local NBA team.
c. Customize an introductory email template in order to better match the expressed interests of a prospective client.
d. Publish a Powerpoint slide deck on Slideshare so that buyers can easily access info from a salespersonâs presentation at a later point.