3.07 Sales Process Understanding Quiz

Individuals who are planning a career in selling should understand that

• the selling process never varies.

• there is one correct selling process.

• the selling process is quite simple.

• there is no single, correct selling process.

Using a step-by-step selling process helps salespeople remain organized, gaining customer

• confidence.

• praise.

• referrals.

• admiration.

A true statement about the steps of the selling process is that they

• have specific time limits.

• can be rearranged in any way.

• should be performed consecutively.

• do not follow a particular order.

The first step a salesperson must take in the selling process is to

• recommend products.

• close.

• prepare.

• greet customers.

Before a salesperson can sell a product, they must

• purchase it for their own use.

• learn about the competition.

• find potential customers.

• acquire knowledge about it.

Adam is a financial manager, and he’s looking for potential customers who might be interested in investing in a certain hedge fund. He is in the process of

• generating sales leads.

• qualifying sales leads.

• identifying features and benefits.

• prescribing solutions to customer needs.

Adam is determining if potential customers have the money and interest to invest in a certain hedge fund. He is in the process of

• generating sales leads.

• qualifying sales leads.

• identifying features and benefits.

• prescribing solutions to customer needs.

One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to

• make a single sale.

• gain the customer’s confidence.

• put the customer on guard.

• prevent customer objections.

To discover customer needs/wants, the salesperson should be skilled at

• watching and waiting.

• questioning and listening.

• talking and arguing.

• coaxing and persuading.

After determining customers’ needs/wants, salespeople should be ready to

• offer solutions.

• reach closure.

• question the customer.

• reassure the customer.