TSA Review STANDARD 5.0 EXAMINE SELLING CONCEPTS TO BUILD AND MA

During which step of the personal selling process does the salesperson identify potential customers?

• Closing

• Qualifying

• Presenting

• Prospecting

Answer explanation

Prospecting is the step in the personal selling process where the salesperson identifies potential customers, making it the correct choice for this question.

Which step of the personal selling process involves determining the needs and wants of the customer?

• Closing

• Qualifying

• Presenting

• Prospecting

Answer explanation

The correct step of the personal selling process that involves determining the needs and wants of the customer is Qualifying.

What is the purpose of the presentation step in the personal selling process?

• To build rapport with the customer

• To follow up with the customer

• To demonstrate the features and benefits of the product

• To close the sale

Answer explanation

The purpose of the presentation step is to demonstrate the features and benefits of the product, helping the customer understand how it meets their needs.

Which step of the personal selling process involves addressing any objections or concerns the customer may have?

• Qualifying

• Presenting

• Prospecting

• Handling objections

Answer explanation

Handling objections is the step of the personal selling process that involves addressing any objections or concerns the customer may have.

What is the final step in the personal selling process?

• Qualifying

• Presenting

• Prospecting

• Closing the sale

Answer explanation

The final step in the personal selling process is closing the sale, where the salesperson finalizes the deal with the customer.

Which of the following is NOT a common method of following up with a customer after a sale?

• Sending a thank-you note

• Providing ongoing customer support

• Asking for referrals

• Offering a discount on future purchases

Answer explanation

Offering a discount on future purchases is NOT a common method of following up with a customer after a sale. The other options like sending a thank-you note, providing ongoing customer support, and asking for referrals are more common practices.

During which step of the personal selling process does the salesperson identify potential customers?

• Present the product

• Determine needs

• Approach

• Preapproach

Answer explanation

The salesperson identifies potential customers during the preapproach step of the personal selling process.

What is the purpose of the presentation step in the personal selling process?

• To address objections or concerns

• To showcase the features and benefits of the product

• To identify potential customers

• To determine the needs and wants of the customer

Answer explanation

The purpose of the presentation step is to showcase the features and benefits of the product, helping the salesperson to demonstrate how the product can meet the customer's needs and wants.

Which step of the personal selling process involves determining the needs and wants of the customer?

• Present the product

• Determine needs

• Approach

• Preapproach

Answer explanation

The correct step of the personal selling process that involves determining the needs and wants of the customer is 'Determine needs'.

Which step of the personal selling process involves addressing any objections or concerns the customer may have?

• Relationship building

• Close the sale

• Suggestion selling

• Overcome objections

Answer explanation

The step of the personal selling process that involves addressing any objections or concerns the customer may have is 'Overcome objections.' This step focuses on resolving any issues or doubts the customer may have before closing the sale.