Worksheets2.05 Set Sales LAP
Total questions: 25
Worksheet time: 13mins
Individuals who are planning a career in selling should understand that
the selling process is quite simple.
there is no single, correct selling process.
there is one correct selling process.
the selling process never varies.
Using a step-by-step selling process helps salespeople to remain organized, gaining customer
admiration.
praise.
admiration.
confidence.
referrals.
Using a step-by-step selling process is likely to increase company
morale.
profits.
salaries.
standards.
A true statement about the steps of the selling process is that they
can be rearranged in any way.
have specific time limits.
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.
prepare.
close.
greet customers.
Before a salesperson can sell a product, s/he must
acquire knowledge about it.
find potential customers.
purchase it for his/her own use.
learn about the competition.
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
identifying features and benefits.
prescribing solutions to customer needs.
qualifying sales leads.
generating sales leads.
Adam is determining if potential customers have the money and interest to invest in a certain hedge fund. He is in the process of
identifying features and benefits.
generating sales leads.
qualifying sales leads.
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
put the customer on guard.
make a single sale.
prevent customer objections.
gain the customer’s confidence.
Sizing up a customer’s personality helps a salesperson to
adjust the approach to fit the customer.
adjust the customer’s attitude.
influence the customer’s needs.
bypass part of the selling process.
To discover customer needs/wants, the salesperson should be skilled at
watching and waiting.
questioning and listening.
coaxing and persuading.
talking and arguing.
Sizing up customer needs/wants helps to reduce selling time and customer dissatisfaction, as well as enable salespeople to
hold down their commissions.
concentrate on a few customers.
prevent problems from arising.
call on/serve more customers.
After determining customers’ needs/wants, salespeople should be ready to
reassure the customer.
reach closure.
question the customer.
offer solutions.
An important purpose of the sales talk as a step in the selling process is to
close the sale as quickly as possible.
provide a minimum amount of product information.
demonstrate the salesperson’s selling skills.
convince the customer of the product’s benefits.
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.
Closing the sale usually includes handling customers’ concerns about the product, which are known as customer
reactions.
objections.
excuses.
resistance.
Which of the following is part of closing a sale:
Writing a follow-up letter
Establishing a buyer-seller relationship
Completing the necessary paperwork
Discovering the customer’s needs/wants
Follow-up calls or letters are a part of the step in the selling process known as
discovering needs.
establishing a positive tone.
reaching closure.
reaffirming the buyer-seller relationship.
The most important reason for salespeople to follow up a sale is to
gain extra commissions.
reassure the customer.
satisfy the sales manager.
obtain more information.
The emphasis put on each phase of the selling process varies according to
state and local laws.
season and market conditions.
product and customer.
geography and economy.
Retail and industrial salespeople use the steps of the selling process in
reverse order.
ways to suit themselves.
very different ways.
basically the same way.
Determine whether the following statement is true or false: All salespeople should use the step of the selling process in which a relationship is established with the customer.
True, this is an important step for all salespeople.
True, all salespeople make every contact permanent.
False, retail salespeople do not need this step.
False, industrial salespeople do not need this step.
Determine whether the following statement is true or false: Both retail and industrial salespeople must discover their customers’ needs/wants.
False, retail salespeople already know their customers’ needs/wants.
True, this is a step in the selling process that is common to both.
True, retail and industrial salespeople spend equal time discovering needs/wants.
False, industrial salespeople already know their customers’ needs/wants.
How might selling an expensive item make the selling process different from selling an inexpensive item?
It will be harder to discover customer needs.
It will be easier to find potential customers.
It may be more difficult to close the sale.
Preparation for selling will be shorter.
Which of the following is a true statement regarding selling to retail and industrial customers:
Selling to retail customers generally requires more preparation than selling to industrial ones.
Salespeople must realize that retail customers have different buying motives than industrial ones do.
It is easier for salespeople to prescribe solutions for industrial customers than for retail ones.
It is more important for salespeople to establish relationships with retail customers than with industrial ones.
