Selling Process Test

An important purpose of the sales talk as a step in the selling process is to

• provide a minimum amount of product information.

• convince the customer of the product’s benefits.

• demonstrate the salesperson’s selling skills.

• close the sale as quickly as possible.

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

• morale.

• salaries.

• profits.

• standards.

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

• prepare.

• close.

• greet customers.

• recommend products.

A true statement about the steps of the selling process is that they

• should be performed consecutively.

• can be rearranged in any way.

• do not follow a particular order.

• have specific time limits.

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

• referrals.

• praise.

• confidence.

• admiration.

The emphasis put on each phase of the selling process varies according to

• geography and economy.

• product and customer.

• season and market conditions.

• state and local laws.

Individuals who are planning a career in selling should understand that

• there is no single, correct selling process.

• the selling process is quite simple.

• there is one correct selling process.

• the selling process never varies.

To discover customer needs/wants, the salesperson should be skilled at

• coaxing and persuading.

• watching and waiting.

• talking and arguing.

• questioning and listening.

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.

• prescribing solutions to customer needs.

• qualifying sales leads.

• identifying features and benefits.

Adam is determining if potential customers have the money and interest to invest in a certain hedge fund. He is in the process of

• identifying features and benefits.

• prescribing solutions to customer needs.

• qualifying sales leads.

• generating sales leads.