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WorksheetsPersonal Selling
Total questions: 8
Worksheet time: 4mins
Which of the following DOES NOT describe Sales Force Management?
Sales force management is defined as analyzing, planning, implementing, and controlling
sales force activities.
Sales force management is designing sales force strategy.
Sales force management involves recruiting,
selecting, training, compensating, supervising, and evaluating the firm’s salespeople
Sales force management is a SEVEN (7) steps process where it starts with prospecting and qualifying
Based on this statement, you are required to match the step in the Selling Process.
"I am researching my potential customers' needs and preferences before meeting
them"
Pre-approach
Closing
Prospecting & Qualifying
Follow-up
Based on this statement, you are required to match the step in the Selling Process.
"Hello! Welcome to our store. How can I assist you today?"
Preapproach
Approach
Prospecting & Qualifying
Presentation and demonstration
Based on this statement, you are required to match the step in the Selling Process.
"Since you mentioned durability is important, let me show you how our product lasts
longer than competitors."
Approach
Presentation and Demonstration
Closing
Handling Objections
Based on this statement, you are required to match the step in the Selling Process.
"Would you like to go ahead with this purchase today? We have a limited-time
offer"
Closing
Follow-up
Presentation and demonstration
Approach
Based on this statement, you are required to match the step in the Selling Process.
"After purchasing, I always check in with my customers to ensure they are satisfied."
Closing
Follow-up
Approach
Prospecting & Qualifying
Based on this statement, you are required to match the step in the Selling Process.
"I am creating a list of people who might be interested in our products."
Prospecting & Qualifying
Preapproach
Approach
Presentation and demonstration
Based on this statement, you are required to match the step in the Selling Process.
"I understand your concern about the price, but let me explain how this investment
benefits you in the long run."
Approach
Presentation and demonstration
Handling Objections
Closing
