WorksheetsMKT 3.06 Quiz Review
Total questions: 25
Worksheet time: 13mins
Individuals who are planning a career in selling should understand that
The selling process never varies.
There is no single, correct selling process.
the selling process is quite simple.
There is one correct selling process.
Using a step-by-step selling process helps salespeople to remain organized, gaining customer
confidence.
praise.
referrals.
admiration.
Using a step-by-step selling process is likely to increase company
standards.
morale.
salaries.
profits.
A true statement about the steps of the selling process is that they
do not follow a particular order.
should be performed consecutively.
can be rearranged in any way.
have specific time limits.
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, s/he must
find potential customers.
purchase it for his/her own use.
acquire knowledge about it.
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
qualifying sales leads.
generating 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
identifying features and benefits.
generating sales leads.
prescribing solutions to customer needs.
qualifying sales leads.
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 approach to fit the customer.
bypass part of the selling process.
adjust the customer's attitude.
To discover customer needs/wants, the salesperson should be skilled at
watching and waiting.
questioning and listening.
talking and arguing.
coaxing and persuading.
Sizing up customer needs/wants helps to reduce selling time and customer dissatisfaction, as well as enable salespeople to
hold down their commissions.
call on/serve more customers.
prevent problems from arising.
concentrate on a few customers
After determining customers’ needs/wants, salespeople should be ready to
offer solutions.
reach closure.
question the customer.
reassure 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.
Closing the sale usually includes handling customers’ concerns about the product, which are known as customer
excuses.
reactions.
objections.
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
reaching closure.
establishing a positive tone.
discovering needs.
reaffirming the buyer-seller relationship.
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.
The emphasis put on each phase of the selling process varies according to
geography and economy.
season and market conditions.
state and local laws.
product and customer.
Retail and industrial salespeople use the steps of the selling process in
reverse order.
very different ways.
basically the same way.
ways to suit themselves.
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.
False, retail salespeople do not need this step.
True, all salespeople make every contact permanent.
False, industrial salespeople do not need this step.
True, this is an important step for all salespeople.
Determine whether the following statement is true or false: Both retail and industrial salespeople must discover their customers’ needs/wants.
True, this is a step in the selling process that is common to both.
False, retail salespeople already know their customers’ needs/wants.
False, industrial salespeople already know their customers’ needs/wants.
True, retail and industrial salespeople spend equal time discovering needs/wants.
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.
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.
It is more important for salespeople to establish relationships with retail customers than with industrial ones.
It is easier for salespeople to prescribe solutions for industrial customers than for retail ones.
Salespeople must realize that retail customers have different buying motives than industrial ones do.
