Beginning The Sales Process - #2

What is one of the objectives of the preliminary activities in sales?

• Calculate the total revenue of sales.

• Explain how salespeople get ready to sell.

• Discuss the political impact on sales.

• Design a new product for the market.

Which of the following is an objective related to product information in the sales process?

• List sources of product information.

• Create a new product design.

• Compare different sales markets.

• Calculate the profit margin of products.

What does feature-benefit selling aim to create?

• Customer confusion.

• Selling points.

• Product shortages.

• Marketing strategies.

What should salespeople identify according to the objectives of preliminary activities?

• The best advertising methods.

• Consumer buying motives.

• The most efficient production techniques.

• The latest technology trends.

What is one of the objectives concerning prospecting methods in sales?

• List prospecting methods and explain how prospects are qualified.

• Discuss the history of prospecting methods.

• Analyze the psychological impact of prospecting.

• Design software for managing prospects.

What activities are considered preliminary activities that help salespeople with the sales process according to the main idea?

• Learning about marketing strategies

• Learning about the product, industry, and customer

• Developing communication skills

• Studying competitor sales tactics

Which term refers to the reasons or benefits that lead a customer to purchase a product?

• merchandising

• selling points

• patronage motives

• cold canvassing

What is the term used for the approach that highlights the advantages a feature of a product will provide to a customer?

• feature-benefit selling

• emotional motives

• prospect

• referrals

Which of the following terms describes the tangible attributes of a product?

• product features

• customer benefits

• rational motives

• endless-chain method

What is the term for the potential customer who is interested in the product or service being sold?

• emotional motives

• patronage motives

• prospect

• cold canvassing