Sales Process Cycle

The purpose and goal of selling is to help customers make ________ buying decisions.

• unhappy

• satisfying

• big

How many steps are there in the selling process?

• 5

• 8

• 9

Determining the needs of the customer is when you are:

• putting them in a category

• learning what the customer is looking for

Educating the customer about the features and benefits is:

• showing off your knowledge

• determining needs of the customer

• presenting the value

• none of the above

Personal selling is any form of direct contact between the sales person and the customer.

• true
• false

Build relationship

Gather information

Apply judgement

Evaluate

What step is missing?

• Search information

• Relaxing the customer

• Present Value

• Understanding what they want

"Good morning, welcome to Target". What type of sales approach is this?

• Service approach

• Greeting approach

• Merchandising approach

One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to

• put the customer on guard.

• make a single sale.

• gain the customer's confidence.

A PUSH method of selling requires visits, phone calls or e-mails

• TRUE.

• FALSE

In the selling process the possibility of a future customer is known as _____

• Accountant

• Lead or Prospect

• Revenue

• Approach