Some salespeople concentrate only on one step or a few facets of one step. A salesperson may make five calls before rapport is established. He will attempt to establish rapport, meet his objective, and then close. Be sensitive to everything that happens. Often, the best sales calls are a mixture of all the steps.
Sales is intuitive to a certain degree.
For many students this will be the first contact with professional selling. It will likely be much different than expected. This IS professional selling. Watch how the salesperson relates to customers, greets them, establishes rapport, gets down to business, accomplishes his objectives, handles objections and answers questions, stays in control, asks questions, changes approaches with the customer, etc. Don't let this fool you.