Marketing 3.06

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.

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

• confidence

• praise

• referrals

• admiration

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

• salaries

• profits

• morale

• standards

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

• prepare

• greet customers

• close the sale

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.

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.

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.

• qualifying sales leads.

• identifying features and benefits.

• prescribing solutions to customer needs.

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

• make a single sale.

• gain the customer’s confidence.

• put the customer on guard.

• prevent customer objections.

Sizing up a customer’s personality helps a salesperson to

• influence the customer’s needs.

• adjust the customer’s attitude.

• bypass part of the selling process.

• adjust the approach to fit the customer.