The Selling Process

The Selling Process

Marketing

Multiple Choice

Determine whether the following statement is True or False: Both retail and Industrial salespeople must discover their customers' needs/wants

• True, this is a step in the selling process that is common to both.

• False, retail salespeople already know their customers' needs/wants

• False, industrial salespeople already know their customers' needs/wants

• True, retail and industrial salespeople spend equal time discovering needs/wants

Multiple Choice

How might selling an expensive item make the selling process different from selling an inexpensive item?

• It will be easier to find potential customers.

• It will be harder to discover customer needs.

• It may be more difficult to close the sale.

• Preparation for selling will be shorter.

Multiple Choice

Which of the following is a true statement regarding selling to retail and industrial customers:

• Selling to retail customers generally requires more preparation than selling to industrial ones.

• It is more important for salespeople to establish relationships with retail customers than with industrial ones.

• It is easier for salespeople to prescribe solutions for industrial customers than for retail ones.

• Salespeople must realize that retail customers have different buying motives than industrial ones do

Multiple Choice

individuals who are planning a career in selling should understand that

• the selling process never varies

• there is one correct selling process

• the selling process is quite simple.

• there is no single, correct selling process.

Multiple Choice

Using a step-by-step process is likely to increase company

• salaries.

• profits.

• morale.

• standards.

Multiple Choice

A true statement about the steps of the selling process is that they

• have specific time limits.

• can be rearranged in any way.

• should be performed consecutively.

• do not follow a particular order.

Multiple Choice

The first step a salesperson must take in the selling process is to

• recommend products.

• close.

• prepare.

• greet customers.

Multiple Choice

Before a salesperson can sell a product, s/he must

• purchase it for his/her own use.

• learn about the competition.

• find potential customers.

• acquire knowledge about it.

Multiple Choice

Adam is a financial manager, and he's looking for potential customers who might be interested in investing in a certain hedge fund. He is in the process of

• generating sales leads.

• qualifying sales leads.

• identifying features and benefits.

• prescribing solutions to customer needs.

Multiple Choice

Adam is determining if potential customers have the money and interest to invest in a certain hedge fund. He is in the process of

• generating sales leads.

• gain the customer's confidence

• put the customer on guard.

• prevent customer objections.

Multiple Choice

Some salespeople include a product demonstration in the selling process to

• identify the customer's buying motives.

• create interest and involve the customer.

• give the customer a chance to ask questions.

• save time and effort learning about products.

Multiple Choice

Closing the sale usually includes handling customer's concerns about the product, which are known as customer

• excuses.

• reactions.

• objections.

• resistance.

Multiple Choice

Which of the following is part of closing a sale:

• Writing a follow-up letter

• Establishing a buyer-seller relationship

• Completing the necessary paper work

• Discovering the customer's needs/wants

Multiple Choice

Follow-up calls or letters are part of the step in the selling process known as

• reaching closure.

• establishing a positive tone.

• discovering needs.

• reaffirming the buyer-seller relationship.

Multiple Choice

The emphasis put on each of the selling process varies according to

• geography an deconomy.

• season and market conditions.

• state and local laws.

• product and customer.

Multiple Choice

Retail and industrial salespeople use the steps of the selling process in

• reverse order.

• very different ways.

• basically the same way.

• ways to suit themselves.

Multiple Choice

Determining whether the following statement is true or false: All salespeople should use the step of the selling process in which a relationship is establishing with the customer.

• False, retail salespeople do not need this step.

• True, all salespeople make every contact permanent.

• False, industrial salespeople do not need this step.

• True, this is an important step for all salespeople.