Sales I - 2.05

Selling is a complex process that varies across industries, products, and ____________.

• goods

• manufacturers

• services

• customers

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.

• Selling

• Sales

• Selling Process

• Re-selling

Which of the following is NOT an activity of phase one - preparing to sell?

• Use skillful questioning

• Acquire as much information as possible

• Identify product features and benefits.

• Generate sales leads

Determining what buying decisions a customer has made and helping them feel comfortable refers to which phase of the selling process?

• Phase 1: Preparing to Sell

• Phase 2: Establishing Relationships With Customers

• Phase 3: Discovering Client Needs/Wants

• Phase 4: Prescribing Solutions to Needs/Wants

Translating product features into customer benefits refers to which phase of the selling process?

• Phase 1: Preparing to Sell

• Phase 2: Establishing Relationships With Customers

• Phase 3: Discovering Client Needs/Wants

• Phase 4: Prescribing Solutions to Needs/Wants

Restating the objection to be sure that you understand it refers to which phase of the selling process?

• Phase 5: Reaching Closure

• Phase 2: Establishing Relationships With Customers

• Phase 3: Discovering Client Needs/Wants

• Phase 4: Prescribing Solutions to Needs/Wants

True or False:

The selling process helps salespeople develop stronger selling skills through repetition.

• True

• False

True or False:

Research has shown that an efficient, effective sales process can decrease company profits.

• True

• False

The selling process consists of several phases that should be performed ____________.

• only when needed

• out of order

• consecutively

• occasionally

Each phase is important and contributes to the salesperson’s ability to accomplish two main goals: satisfying his/her customer’s needs and __________.

• build customer loyalty

• earn the company a profit

• build customer relationships

• making the sale