Chapter 2: Selling Process

What is the primary purpose of prospecting in sales?

• To identify potential customers

• To close sales immediately

• To analyze competitors

• To create marketing materials

Which of the following is NOT a part of the BANT framework for qualifying prospects?

• Need

• Authority

• Budget

• Timeframe

What does the 'A' in the BANT framework stand for?

• Analysis

• Authority

• Action

• Assessment

What is the main goal of the pre-approaching stage in the sales process?

• To finalize the sale

• To gather information and prepare

• To present the product

• To handle objections

Which technique involves summarizing key benefits before asking for a close?

• Compliment Close

• Summary-of-Benefits Close

• Continuous-Yes Close

• Alternative Choice Close

What is a buying signal?

• A cue indicating readiness to buy

• A marketing strategy

• A type of objection

• A method of closing

Which of the following is an example of a hidden objection?

• "Call me next month"

• "We don’t need it"

• "It's too expensive"

• "I need to think about it"

What is the purpose of handling objections in sales?

• To finalize the sale immediately

• To rush the sales process

• To build trust and address doubts

• To ignore customer concerns

Which closing technique involves asking a series of questions that lead to a positive decision?

• Compliment Close

• Continuous-Yes Close

• T-Account Close

• Probability Close

What is the impact of excellent service and follow-up on customer loyalty?

• It decreases customer satisfaction

• It builds long-term relationships

• It has no significant effect

• It only benefits new customers