Ch. 13 Process of Selling

____ selling is direct contact with a prospective customer with the objective of selling a good or service.

• Individual

• Personal

• Product

• Customer

The process of making contact with people who are not expecting a sales contact are called a(n) ____.

• approach

• unexpected call

• cold call

• substitution

____ is personal selling done over the telephone.

• online support

• telemarketing

• phone selling

• customer support

Moment when a customer agrees to buy a product.

• preapproach

• close

• approach

• sales process

A potential customer.

• customer-service mindset

• approach

• lead

• sales process

Series of steps that a salesperson goes through to help the customer make a satisfying buying decision.

• sales process

• excuses

• lead

• overselling

"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 potential customer is considered a _____

• pre-approach

• cold canvassing

• referrals

• prospect

How many steps are in the selling process?

• 4
• 5
• 6
• 7