Marketing 7-2

The set of repeatable steps in the sales cycle is:

• sales process

• suggestive selling

• lead

• referrals

Complete the outline.

Steps in the Sales Process

i. Research and Preparation

ii. Lead Generation and Prospecting

iii. Approach and Needs Assessment

iv. _______________________

v. Handling Objections

vi. Closing

vii. Follow-up

Companies learn about competitors, understand their potential customers’ needs and wants, and ensure the company is ready for sales during the ________________ step of the sales process.

• lead generation and prospecting

• sales presentation

• research and preparation

• handling objections

In the ____________________ step of the sales process, salespeople identify potential customers and collect information about them.

• approach and needs assessment

• closing

• lead generation and prospecting

• follow-up

When the salesperson meets the potential customer and assesses if they are a good candidate for the company’s product or service is the ___________________ sales process step.

• approach and needs assessment

• research and preparation

• sales presentation

• handling objections

_________________ is the sales process step where the salesperson describes how and why the product meets the customer's needs and wants.

• Research and preparation

• Sales presentation

• Closing

• Follow-up

The step of the sales process when the salesperson answers customer questions is:

• closing

• follow-up

• handling objections

• research and preparation

The step of the sales process where the customer is asked for the sale is:

• follow-up

• sales presentation

• closing

• handling objections

The step of the sales process when the salesperson reaches back out to the customer to make sure they are satisfied with their purchase is:

• follow-up

• closing

• approach and needs assessment

• research and preparation

The process of a salesperson contacting individuals who have not previously known about or shown interest in a product or service is:

• suggestive selling

• cold calling

• closing

• follow-up