Set Your Sales

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

• a. salaries.

• b. profits.

• c. morale.

• d. standards.

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

• a. recommend products.

• b. close.

• c. prepare.

• d. greet customers.

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

• a. purchase it for his/her own use.

• b. learn about the competition.

• c. find potential customers.

• d. acquire knowledge about it.

One of the purposes of establishing a relationship with a customer in the beginning of the

selling process is to

• a. make a single sale.

• b. gain the customer’s confidence.

• c. put the customer on guard.

• d. prevent customer objections.

Sizing up a customer’s personality helps a salesperson to

• a. influence the customer’s needs.

• b. adjust the customer’s attitude.

• c. bypass part of the selling process.

• d. adjust the approach to fit the customer.

To discover customer needs/wants, the salesperson should be skilled at

• a. watching and waiting.

• b. questioning and listening.

• c. talking and arguing.

• d. coaxing and persuading.

Sizing up customer needs/wants helps to reduce selling time and customer dissatisfaction,

as well as enable salespeople to

• a. hold down their commissions.

• b. call on/serve more customers.

• c. prevent problems from arising.

• d. concentrate on a few customers.

After determining customers’ needs/wants, salespeople should be ready to

• a. offer solutions.

• b. reach closure.

• c. question the customer.

• d. reassure the customer.

An important purpose of the sales talk as a step in the selling process is to

• a. close the sale as quickly as possible.

• b. demonstrate the salesperson’s selling skills.

• c. convince the customer of the product’s benefits.

• d. provide a minimum amount of product information.

Some salespeople include a product demonstration in the selling process to

• a. identify the customer’s buying motives.

• b. create interest and involve the customer.

• c. give the customer a chance to ask questions.

• d. save time and effort learning about products.