7-3 The Selling Process, Part 2

A set of repeatable steps in the sales cycle is the sales:

• process

• pipeline

• industry

• display

The sales pipeline is a visual summary of potential _____ in the various stages of the sales process.

• products

• customers

• services

• industries

A needs _____ is a process for determining and addressing the needs, 'gaps,' or 'voids' between current conditions and the desired outcome.

• summary

• observation

• assessment

• evaluation

What is a needs assessment in the context of a sales pipeline?

• A) A method to determine the effectiveness of a marketing campaign

• B) A process for determining and addressing the needs, gaps, or voids between current conditions and the desired outcome

• C) A strategy to evaluate the financial performance of a company

• D) A technique to assess the quality of customer service

What type of questions require the respondent to answer from a finite list of pre-selected answer options?

• A) Open-ended

• B) Assumptive

• C) Interpretive

• D) Closed-ended

What type of question is used when a salesperson asks a customer if they will continue to buy the product when the price goes up?

• Open-ended question

• Assumptive question

• Closed-ended question

• Interpretive question

Asking a customer how a product or service makes them feel is an example of what type of question?

• Assumptive question

• Multiple choice question

• Interpretive question

• Closed-ended question

A customer who makes more eye contact during a sales process may be giving what type of signal?

• Assumptive

• Interpretive

• Attachment

• Disinterest

When a salesperson asks a customer if anything frustrates them about a certain product or service, what type of question is being asked?

• Open-ended question

• Closed-ended question

• Assumptive question

• Multiple choice question

When a salesperson asks a customer a yes or no response question such as "Are you happy with your car (y/n)?", what type of question is this?

• Open-ended question

• Closed-ended question

• Assumptive question

• Interpretive question