Personal Selling Process Quiz

What is the first step in the personal selling process?

• Pre-approach

• Approach

• Prospecting

• Presentation

Which characteristic is NOT important for a prospect?

• Need for the product

• Ability to pay for it

• Adequate authority to buy it

• Being a repeat customer

What method of identifying prospects involves contacting people without any prior introduction?

• Direct mail

• Newspapers

• Cold calling or cold canvassing

• Centre of influence

During which stage of the selling process do you gather further information on the prospect?

• Approach

• Presentation

• Pre-approach

• Closing

The primary goal of the approach stage is to:

• Gain the prospect's attention

• Close the sale

• Handle objections

• Follow-up

Which approach method involves giving small gifts to prospects?

• Customer benefit approach

• Innovative product

• Premium approach

• Shock approach

What is the objective of the presentation and demonstration stage?

• Handle objections

• Convert a prospect into a customer by creating a desire for the product

• Follow-up

• Closing the sale

Which technique involves using the objection as a reason for buying?

• Denial

• Postpone

• Acknowledge and convert the objection

• Ignore the objection

If an objection is valid, which method should be used?

• Denial

• Ignore the objection

• Accept the objection

• Postpone

When should the "ignore the objection" method be used?

• When the objection is based on misinformation

• When the objection is clearly unimportant to the prospect

• When the objection is valid

• When the objection will be dealt with later