Set Your Sales LAP Quiz

Advantages customers receive from using a product.

• Benefit

• Close

• Features

• Need

The point in the selling process at which the customer makes a favorable buying decision.

• Benefit

• Close

• Features

• Need

The phase of the selling process in which the slues person determines what a customer needs/wants through the use of questioning and listening.

• Establishing Relationships

• Follow-up

• Discovering customer needs

• Objection

The phase of the selling process which involves making initial contact with customers to create the right selling environment.

• Discovering customer needs

• Objection

• Follow-up

• Establishing RelationshipsT

Facts or characteristics of a product.

• Features

• Benefit

• Need

• Objection

Something required or essential which is lacking.

• Features

• Need

• Benefit

• Close

A sales technique in which the salesperson attempts to increase the customer's purchase by recommending additional items after the original decision to buy has been made.

• Reaffirming the buyer-seller relationship

• Sales Presentation

• Selling process

• Suggestion Selling

A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale.

• Sales lead generation

• Sales Presentation

• Selling process

• Suggestion Selling

The sales procedure in which the salesperson shows the customer the benefits of the product's features; includes the sales talk and demonstration.

• Sales lead generation

• Sales Presentation

• Suggestion Selling

• Selling process

The phase of the selling process in which the salesperson addresses customer objections and asks the customer to buy.

• Reaching closure

• Preparing to sell

• Prescribing solutions

• Reaffirming the buyer-seller relationship