After being solicited quite regularly by television producers and documentary filmmakers, Ilya Rastova, a photographer, created a business out of selling collections from her extensive photo library to production houses. Rastova celebrated her biggest sale to JB Productions sixteen long months after their first meeting and two full years after their introduction. Before meeting with them, Rastova did research to find out how many programs the company created per year that might use photographs from her library. She had originally met JB's senior producer at her trade show booth at the biggest broadcasting conference in the country. After a series of phone calls, Rastova went in for a meeting to discuss a specific package of photos for a twelve-part series they were starting. During the presentation, Rastova could sense the style of photos did not meet the company's needs so she recommended a peer's work, hoping to build a relationship. The buyers were impressed by her perception and her helpfulness, and this led them to think of her when they needed photos in the future. Eighteen months later, Rastova landed her biggest purchase to date from this same production house. She keeps sending regular postcards and promotional materials to people she has met and to her clients.

(A) Review the story about how Rastova landed the biggest client of her career and then assemble the stages of the personal selling model as instructed.
(B) Match the item, which describes a detail from Rastova’s story to the corresponding step of the personal selling process.

1. worked a trade show
2. researched production company
3. showed photos
4. confirmed biggest order of date
5. sends postcards

a) Generate and qualify leads
b) Preapproach
c) Sales Presentation
d) Closing the sale
e) Follow up