Marketing Principles Set Your Sales Flashcard

Individuals who are planning a career in selling should understand that:
There is no single, correct selling process.
Using a step-by-step selling process helps salespeople to remain organized, gaining customer:
Confidence.
Using a step-by-step selling process is likely to increase company:
Profits.
A true statement about the steps of the selling process is that they:
Should be performed consecutively.
The first step a salesperson must take in the selling process is to:
Prepare.
Before a salesperson can sell a product, they must:
Acquire knowledge about it.
Adam is a financial manager, and he’s looking for potential customers who might be interested to invest in a certain hedge fund, he is in the process of:
Generating 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:
Qualifying sales leads.
One of the purposes of establishing a relationship with a customer in the beginning of the selling process is to:
Gain the customer’s confidence.
Sizing up a customer’s personality helps a salesperson to:
Adjust the approach to fit the customer.
To discover customer needs and wants, the salesperson should be skilled at:
Questioning and listening.
Sizing up customer needs and wants helps reduce selling time and customer dissatisfaction, as well as enabling salespeople to:
Call on or serve more customers.
After determining customers’ needs and wants, salespeople should be ready to:
Offer solutions.
An important purpose of the sales talk as as a step in the selling process is to:
Convince the customer of the product’s benefits.
Some salespeople include a product demonstration in the selling process to:
Create interest and involve the customer.
Closing the sale usually includes handling customers’ concerns about the product, which are known as customer:
Objections.
Which of the following is part of closing a sale?
Completing the necessary paperwork.
Follow-up calls or letters are part of the step in the selling process known as:
Reaffirming the buyer-seller relationships.
The most important reason for salespeople to follow up a sale is to:
Reassure the customer.
The emphasis put on each phase of the selling process varies according to:
Product and customer.
Retail and industrial salespeople use the steps of the selling process in:
Basically the same way.
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.
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 and wants.
True, this is a step in the selling process that is common to both.
How might selling an expensive item make the selling process different from selling an inexpensive item?
It may be more difficult to close the sale.
Which of the following is a true statement regarding selling to retail and industrial customers:
Salespeople must realize that retail customers have different buying motives than industrial ones do.

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