Selling Process Objective A

Individuals who are planning a career in selling should understand that...

• the selling process never varies

• there is one correct selling process

• the selling process is quiet simple

• there is no single, correct selling process

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

• confidence.

• praise.

• referrals.

• admiration.

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

• salaries.

• profits.

• morale.

• standards.

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 preformed consecutively.

• do not follow a particular order.

The first step a salesperson must take in the selling process is to...

• recommend products.

• close.

• prepare.

• greet customers.

Before a salesperson can sale a product, they must...

• purchase it for their own use.

• learn about the competition.

• find potential customers.

• 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.

• qualifying sales leads.

• identifying features and benefits.

• prescribing solutions to customer needs

Adam is determining if the 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.

• identifying features and benefits.

• prescribing solutions to customer needs.

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

• make a single sale.

• gain the customers confidence.

• put the customer on guard.

• prevent customer objections.

Sizing up a customer helps a salesperson...

• influence a customers needs.

• adjust the customers attitude

• bypass part of the selling process.

• adjust their approach to fit the customer.