2.05 Set Sales LAP

Individuals who are planning a career in selling should understand that

 

 

 

• the selling process is quite simple.

• there is no single, correct selling process.

• there is one correct selling process.

•   the selling process never varies.

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

  admiration.

 

 

•   praise.

• admiration.

• confidence.

• referrals.

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

•   morale.

•   profits.

•   salaries.

•   standards.

A true statement about the steps of the selling process is that they

 

 

 

 

• can be rearranged in any way.

• have specific time limits.

• 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.

• close.

• greet customers.

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

 

 

•   acquire knowledge about it.

• find potential customers.

• purchase it for his/her own use.

•   learn about the competition.

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

 

 

•   identifying features and benefits.

•   prescribing solutions to customer needs.

• qualifying sales leads.

• generating sales leads.

Adam is determining if potential customers have the money and interest to invest in a certain hedge fund. He is in the process of

 

•   identifying features and benefits.

•   generating sales leads.

• qualifying sales leads.

•   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

 

 

 

 

• put the customer on guard.

• make a single sale.

• prevent customer objections.

• gain the customer’s confidence.

Sizing up a customer’s personality helps a salesperson to

 

 

•   adjust the approach to fit the customer.

•   adjust the customer’s attitude.

• influence the customer’s needs.

• bypass part of the selling process.