Sales Process Steps

"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.

This is the final step in the selling process and it involve developing a relationship with the customer

• Selling

• Preapproach

• Evaluate/Follow up

In this step, the focus is on getting the commitment from the customer to purchase the product. Also, the customer is handing you money for the product.

• Approach

• Close

• Suggestion selling

The definition of selling is different to everybody but a successful sale would include which of the following characteristics

• Being ignorant

• Showing off your knowledge

• Being aggressive

• Listening to the customer's needs

Advantages or personal satisfaction a customer will get form a good or service.

• emotional motives
• rational motives
• customer benefits
• product features

A feeling that a customer associates with a product

• emotional motive

• rational motive

Basic, physical, or extended attributes of a product or purchase.

• pre-appraoch
• product features
• personal selling
• prosecting

When a salesperson makes a comment or asks questions about a product that the customer is already looking at they are using which approach method?

• greeting

• merchandise

• service

When a salesperson simply welcomes the customer to the store?

• greeting
• merchandise
• service
• an unacceptable method