BM: 7-4 The Selling Process, Part 1

What is the origin of the expression 'they're selling snake oil'?

• From the 1950s as a critique of television advertising

• From the mid-1700s related to traveling medicine shows

• From the late 1800s linked to the sale of a fake cure-all remedy

• From the early 1900s as a description of effective sales techniques

How many steps are generally in the sales process?

• 7

• 6

• 5

• 8

What is the first step in the sales process?

• Approach and needs assessment

• Research and preparation

• Sales presentation

• Lead generation and prospecting

What does 'lead generation' refer to?

• The process of finalizing a sale

• The technique of closing a sale

• The marketing process of gathering a list of potential customers

• The step of creating a product to sell

What is 'suggestive selling'?

• A strategy to suggest the customer to buy in the future

• A sales technique where additional complementary products are offered

• A method of suggesting the customer to consider competitors

• A technique where the salesperson suggests leaving the store

What is the purpose of the follow-up step in the sales process?

• To convince the customer to buy another product immediately

• To inform the customer about upcoming sales

• To ensure the customer is satisfied with their purchase

• To ask the customer to return the product

What does establishing a rapport with customers help to ensure?

• That they will buy the product without any questions

• That they will not return the product

• That they know and trust you and your company

• That they will recommend the product without using it

What is 'reciprocity' in the context of sales?

• Giving something to make the customer feel compelled to give back

• A discount offered to first-time customers

• An exclusive offer for returning customers

• A legal agreement between the salesperson and the customer

What is the significance of 'mirroring' in sales?

• Reflecting on sales strategies to improve them

• Using mirrors in stores to increase product visibility

• Customers wanting to be like people who are similar to them

• Copying competitor sales strategies

What is the main goal of the sales process?

• To make the sales process as long and detailed as possible

• To sell as many products as possible regardless of customer needs

• To focus solely on the product's features without considering the customer

• To identify ideal customers and sell them what they need or want