Week 12 - Sales - Lesson Review

Let's start from the beginning: How many steps make up the Sales Process?

• That doesn't exist Mr. S...

• There are 5 steps to the Sales Process

• Actually, there are 7 steps

• None of the above!

Approaching the customer and building a rapport with them is called...?

Why do you think the follow-up step in the sales process is so important?

Let me hear from you. Have you or your family ever been approached by a salesperson? What was that experience like?

Reorder the following into the correct process for the "AIDAS" theory of selling

• Attracting attention to your product...

• This is when you create the desire to buy

• Build customer interest by listening to them...

• Salesperson taking action to close the deal...

• Ensuring the customer's satisfaction

What might be a difference between selling a car and working in retail selling?

Which part of retail selling involves being proactive during the process of talking to and with the customer?

• Proactive

• Ability to Multi-task

• Positivity

• Patience

A salesperson presents an investment plan to a prospect. Two days later, the salesperson calls to remind the prospect about the extra benefits offered by the company for a limited period.
Which stage in the AIDAS theory is the salesperson dealing with here?

• Satisfaction

• Interest

• Attention

• Action

Why do you think sales forecasting is so important?

What does the sales force estimation method rely on for forecasting future sales?

• Historical financial data

• Seasonal trends

• Insight of Salespeople

• Responses by experts