Advertising and Sales Promotion Unit 7 Review

Before the sales process can begin, what must a company do first?

• lead qualification

• overcoming objections

• needs assessement

• lead generation

What term BEST describes a feeling of regret experienced soon after making a purchase?

• buyer's picth

• rapport

• buyer's remorse

• buyer's assessment

What term BEST describes a sales approach in which the buyer and seller work together to find a suitable purchase?

• an interactive pitch

• collaborative selling

• relationship selling

• a needs assessment

What term BEST describes the first call a salesperson makes to a potential customer and is made for the sole purpose of lead qualification?

• relationship selling

• a needs assessment

• discovery call

• an interactive sales pitch

A needs assessment may alter the content of a sales pitch.

• True

• False

What term BEST describes a potential customer who the company or salesperson has identified as being likely to purchase a product or service?

• salesperson

• lead

• needs assessor

• marketer

What aspect of the sales process is most likely to make or break a sale?

• assessing needs

• qualifying leads

• establishing rapport

• generating leads

A sale should always satisfy both a customer’s wants and their needs.

• True

• False

What is a good sales tool that salespeople can use to qualify leads?

• collaborative selling

• prospecting

• BANT

• a needs assessment

Modern sales presentations are one-way interactions.

• True

• False