MKT 3.06 Quiz Review

Individuals who are planning a career in selling should understand that

• The selling process never varies.

• There is no single, correct selling process.

• the selling process is quite simple.

• There is one correct selling process.

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

• confidence.

• praise.

• referrals.

• admiration.

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

• standards.

• morale.

• salaries.

• profits.

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

• do not follow a particular order.

• should be performed consecutively.

• can be rearranged in any way.

• have specific time limits.

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

• recommend products.

• close.

• prepare.

• greet customers.

Before a salesperson can sell a product, s/he must

• find potential customers.

• purchase it for his/her own use.

• acquire knowledge about it.

• learn about the competition.

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

• qualifying sales leads.

• generating sales leads.

• identifying features and benefits.

• prescribing solutions to customer needs.

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.

• generating sales leads.

• prescribing solutions to customer needs.

• qualifying sales leads.

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

• make a single sale.

• gain the customer's confidence.

• put the customer on guard.

• prevent customer objections.

Sizing up a customer's personality helps a salesperson to

• influence the customer's needs.

• adjust the approach to fit the customer.

• bypass part of the selling process.

• adjust the customer's attitude.