What is Selling and Steps in the Selling Process

Juanita has spent a great deal of time practicing and perfecting her sales presentation. What aspect of selling does this illustrate?

• It should enhance future business opportunities.

• It is planned communication.

• It is personalized communication.

• It takes place to influence purchase decisions.

Which of the following is an example of a product being sold directly to the user for ultimate consumption:

• A person sells bouquets of roses on the side of the road.

• A perfume maker sells perfume to a boutique to sell to its customers.

• A grocer sells powdered sugar to a bakery for its doughnuts.

• A car dealership sells a van to a plumber for visiting customers’ homes.

Which of the following is an example of a product being sold to an organization for resale:

• A retailer sells a small refrigerator to a coffee shop.

• A farmer sells produce to a restaurant.

• A potter sells pottery at a flea market.

• A wholesalers sells candy to a concession stand.

Using a step-by-step selling process helps salespeople to remain organized, gaining customer

• confidence

• praise

• referrals

• admiration

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.

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

• recommend products

• close

• prepare

• greet customers

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

• watching and waiting.

• questioning and listening.

• talking and arguing.

• coaxing and persuading.

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

• reach closure

• offer solutions

• reassure the customer.

• question the customer

Closing the sale usually includes handling customers’ concerns about the product, which are known as customer

• excuses

• reactions

• objections

• resistance

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

• reaching closure.

• establishing a positive tone.

• discovering needs.

• reaffirming the buyer-seller relationship.