NEW
Font size
WorksheetsWhat is Selling and Steps in the Selling Process
Total questions: 20
Worksheet time: 10mins
Juanita has spent a great deal of time practicing and perfecting her sales presentation. What aspect of selling does this illustrate?
It should enhance future business opportunities.
It is planned communication.
It is personalized communication.
It takes place to influence purchase decisions.
Which of the following is an example of a product being sold directly to the user for ultimate consumption:
A person sells bouquets of roses on the side of the road.
A perfume maker sells perfume to a boutique to sell to its customers.
A grocer sells powdered sugar to a bakery for its doughnuts.
A car dealership sells a van to a plumber for visiting customers’ homes.
Which of the following is an example of a product being sold to an organization for resale:
A retailer sells a small refrigerator to a coffee shop.
A farmer sells produce to a restaurant.
A potter sells pottery at a flea market.
A wholesalers sells candy to a concession stand.
Using a step-by-step selling process helps salespeople to 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
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
reach closure
offer solutions
reassure the customer.
question the customer
Closing the sale usually includes handling customers’ concerns about the product, which are known as customer
excuses
reactions
objections
resistance
Follow-up calls or letters are a part of the step in the selling process known as
reaching closure.
establishing a positive tone.
discovering needs.
reaffirming the buyer-seller relationship.
Using a step-by-step selling process is likely to increase company
salaries
profits
morales
standards
Before a salesperson can sell a product, s/he must
purchase it for his/her own use.
learn about the competition
find potential customers.
acquire knowledge about it.
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.
Sizing up a customer’s personality helps a salesperson to
influence the customer’s needs.
adjust the customer’s attitude.
bypass part of the selling process.
adjust the approach to fit the customer.
An important purpose of the sales talk as a step in the selling process is to
close the sale as quickly as possible.
demonstrate the salesperson’s selling skills.
convince the customer of the product’s benefits.
provide a minimum amount of product information.
Some salespeople include a product demonstration in the selling process to
identify the customer’s buying motives.
create interest and involve the customer.
give the customer a chance to ask questions.
save time and effort learning about products.
Which of the following is part of closing a sale:
Writing a follow-up letter
Completing the necessary paperwork
Discovering the customer’s needs/wants
Establishing a buyer-seller relationship
How might selling an expensive item make the selling process different from selling an
inexpensive item?
It will be easier to find potential customers.
It will be harder to discover customer needs.
It may be more difficult to close the sale.
Preparation for selling will be shorter.
The most important reason for salespeople to follow up a sale is to
reassure the customer.
obtain more information.
gain extra commissions.
satisfy the sales manager.
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.
