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In personal selling, what is the primary emphasis of the consultative selling approach?
In personal selling, what is the primary emphasis of the consultative selling approach?
- Highlighting the company's achievements
- Building a long-term relationship with the customer (correct)
- Using high-pressure tactics to convince the customer
- Closing the sale as quickly as possible
What is the main purpose of the pre-approach stage in personal selling?
What is the main purpose of the pre-approach stage in personal selling?
- To directly ask for the sale
- To research and gather information about the prospect (correct)
- To negotiate the terms of the sale
- To deliver a sales presentation immediately
In personal selling, what role does the handling of objections play in the sales process?
In personal selling, what role does the handling of objections play in the sales process?
- It is an indication of failure in the sales process
- It allows the salesperson to forcefully convince the customer
- It helps in understanding and addressing concerns of the customer (correct)
- It is an opportunity to pressure the customer into making a decision
In personal selling, what is the primary focus of the consultative selling approach?
In personal selling, what is the primary focus of the consultative selling approach?
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What is the key objective of the pre-approach stage in personal selling?
What is the key objective of the pre-approach stage in personal selling?
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What role does handling objections play in the sales process in personal selling?
What role does handling objections play in the sales process in personal selling?
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What is the primary purpose of the pre-approach stage in personal selling?
What is the primary purpose of the pre-approach stage in personal selling?
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What is the main emphasis of the consultative selling approach in personal selling?
What is the main emphasis of the consultative selling approach in personal selling?
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What role does handling objections play in the sales process in personal selling?
What role does handling objections play in the sales process in personal selling?
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