A systematic approach to selling that consists of a sequence of selling phases intended to assist salespeople in achieving their goal of making a sale.

Which of the following is NOT an activity of phase one - preparing to sell?

Determining what buying decisions a customer has made and helping them feel comfortable refers to which phase of the selling process?

Translating product features into customer benefits refers to which phase of the selling process?

Restating the objection to be sure that you understand it refers to which phase of the selling process?

True or False:

The selling process helps salespeople develop stronger selling skills through repetition.

True or False:

Research has shown that an efficient, effective sales process can decrease company profits.

The selling process consists of several phases that should be performed ____________.

Each phase is important and contributes to the salesperson’s ability to accomplish two main goals: satisfying his/her customer’s needs and __________.