Objective 2.09 LAP SE 126 Review

product and customer.

The emphasis put on each phase of the selling process varies according to

prepare

The first step a salesperson must take in the selling process is to

generating sales leads

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.

Adam is determining if potential customers have the money and interest to invest in a certain hedge fund. He is in the process of

offer solutions

After determining customers' needs/wants, salespeople should be ready to

objections

Closing the sale usually includes handling customers' concerns about the product, which are known as customer

demonstration

A good product _____ should allow the customer to interact with the salesperson and become involved in the selling process. `

should be performed consecutively.

A true statement about the steps of the selling process is that they

convince the customer of the product's benefits.

An important purpose of the sales talk as a step in the selling process is to

acquire knowledge about it.

Before a salesperson can sell a product, s/he must

reaffirming the buyer-seller relationship.

Follow-up calls or letters are a part of the step in the selling process known as

there is no single, correct selling process.

Individuals who are planning a career in selling should understand that

gain the customer's confidence.

One of the purposes of establishing a relationship with a customer in the beginning of the sell-ing process is to

basically the same way.

Retail and industrial salespeople use the steps of the selling process in

adjust the approach to fit the customer.

Sizing up a customer's personality helps a salesperson to

call on/serve more customers.

Sizing up customer needs/wants helps to reduce selling time and customer dissatisfaction, as well as enabling salespeople to

create interest and involve the customer.

Some salespeople include a product demonstration in the selling process to

prepare

The first step in the selling process is to _____

reassure the customer.

The most important reason for salespeople to follow up a sale is to

retail

This customer tends to buy for emotional reasons, while industrial customers are seeking to meet the black-and-white needs of their organizations.

industrial

This customer tends to meet the black-and-white needs of their organizations and require more preparation from the salesperson, while retail customers tend to buy for emotional reasons

sales

This talk should translate product features into product benefits that will meet the customer's specific needs

questioning and listening.

To discover customer needs/wants, the salesperson should be skilled at

confidence

Using a step-by-step selling process helps salespeople to remain organized, gaining customer

profits

Using a step-by-step selling process is likely to increase company

Completing the necessary paperwork

Which of the following is part of closing a sale: