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- Multiple ChoicePlease save your changes before editing any questions.
The purpose and goal of selling is to help customers make ________ buying decisions.
unhappy
satisfying
big
- Multiple ChoicePlease save your changes before editing any questions.
How many steps are there in the selling process?
5
8
9
- Multiple ChoicePlease save your changes before editing any questions.
Determining the needs of the customer is when you are:
putting them in a category
learning what the customer is looking for
- Multiple ChoicePlease save your changes before editing any questions.
Educating the customer about the features and benefits is:
showing off your knowledge
determining needs of the customer
presenting the value
none of the above
- Multiple ChoicePlease save your changes before editing any questions.Personal selling is any form of direct contact between the sales person and the customer.truefalse
- Multiple ChoicePlease save your changes before editing any questions.
Build relationship
Gather information
Apply judgement
Evaluate
What step is missing?
Search information
Relaxing the customer
Present Value
Understanding what they want
- Multiple ChoicePlease save your changes before editing any questions.
"Good morning, welcome to Target". What type of sales approach is this?
Service approach
Greeting approach
Merchandising approach
- Multiple ChoicePlease save your changes before editing any questions.
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.
gain the customer's confidence.
- Multiple ChoicePlease save your changes before editing any questions.
A PUSH method of selling requires visits, phone calls or e-mails
TRUE.
FALSE
- Multiple ChoicePlease save your changes before editing any questions.
In the selling process the possibility of a future customer is known as _____
Accountant
Lead
Revenue
Approach
- Multiple ChoicePlease save your changes before editing any questions.
A basic strategy of the "Building Relationship" step of selling?
The greeting approach
Determining needs
Presenting the product
- Multiple ChoicePlease save your changes before editing any questions.
______________ is when the customer may begin to push you away
Resistance
Acceptance
Dissatisfaction
- Multiple ChoicePlease save your changes before editing any questions.
This is the final step in the selling process and it involve developing a relationship with the customer
Selling
Preapproach
Evaluate/Follow up
- Multiple ChoicePlease save your changes before editing any questions.
In this step the focus is getting the commitment from the customer to purchase the product.
Approach
Present value
identify the need
Suggestion selling
- Multiple ChoicePlease save your changes before editing any questions.
Learn to ask and listen to customers' situations and needs during the sales process
Yes
No
- Multiple ChoicePlease save your changes before editing any questions.
When explaining the benefits and features of the product to customers, you are
Building Relationship
Presenting Value
- Multiple ChoicePlease save your changes before editing any questions.
When using the PULL method of selling you are
Building Relationship
Presenting Value
Gathering Information
- Multiple ChoicePlease save your changes before editing any questions.
Sales people are often rejected and many work alone
TRUE
FALSE
- Multiple ChoicePlease save your changes before editing any questions.
The definition of selling is different to everybody but a successful sale would include which of the following characteristics
Being ignorant
Showing off your knowledge
Being aggressive
Listening to the customer's needs
- Multiple ChoicePlease save your changes before editing any questions.
A potential customer is considered a _____
pre-approach
cold canvassing
referrals
prospect/sales lead
- Multiple ChoicePlease save your changes before editing any questions.
Smiling, eye contact are most important in which step?
STEP 1
STEP 2
STEP #
STEP 4
STEP 5
- Multiple ChoicePlease save your changes before editing any questions.
When a salesperson offer a solution to a customer need they are_____
closing the sale
applying judgement
making a connection
- Multiple ChoicePlease save your changes before editing any questions.
Revenue and Income are similar terms
TRUE
FALSE
- Multiple ChoicePlease save your changes before editing any questions.
Step 5 of the selling process/cycle is about
evaluate -follow up
sell less
take your profits
resistance