Set Your Sales LAP Quiz

Individuals who are planning a career in selling should understand that

•   there is one correct selling process.

   

• the selling process is quite simple.

•   there is no single, correct selling process.

   

• the selling process never varies.

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

•   confidence.

   

• referrals.

•   praise.

   

• admiration.

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

 

• standards.

•   salaries.

•   profits.

   

• morale.

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

•   greet customers.

   

• recommend products.

•   close.

•   prepare.

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

 

 

• purchase it for his/her own use.

   

• find potential customers.

• learn about the competition.

   

• 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.

   

• prescribing solutions to customer needs.

• identifying features and benefits.

•   qualifying 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

 

 

• generating sales leads.

   

• qualifying sales leads.

• prescribing solutions to customer needs.

   

• identifying features and benefits.

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

 

•   make a single sale.

•   prevent customer objections.

• gain the customer’s confidence.

   

• put the customer on guard.

Sizing up a customer’s personality helps a salesperson to

 

 

• influence the customer’s needs.

•   bypass part of the selling process.

• adjust the approach to fit the customer.

   

• adjust the customer’s attitude.