Podcast
Questions and Answers
What is the purpose of Step 3 in the personal selling process?
What is the purpose of Step 3 in the personal selling process?
- To close the sale
- To provide additional information to overcome perceived negative aspects of the product (correct)
- To ask the customer to commit to the purchase
- To overcome major objections
Which activity is NOT typically part of personal selling?
Which activity is NOT typically part of personal selling?
- Providing information
- Locating customers
- Offering customer assistance
- Processing manufacturing orders (correct)
How does a salesperson handle objections in the personal selling process?
How does a salesperson handle objections in the personal selling process?
- By avoiding them completely
- By changing the conditions of the sale (correct)
- By ignoring them and moving to the next customer
- By refusing to listen to customer feedback
What has increased in importance in today's personal selling practices?
What has increased in importance in today's personal selling practices?
What is the first step in the personal selling process?
What is the first step in the personal selling process?
What key question is commonly used to close a sale in Step 4 of the sales process?
What key question is commonly used to close a sale in Step 4 of the sales process?
In the past, where did most personal selling take place?
In the past, where did most personal selling take place?
In personal selling, what might a salesperson do if a customer likes everything about a product except for its color and style?
In personal selling, what might a salesperson do if a customer likes everything about a product except for its color and style?
Which industry is NOT commonly associated with personal selling over the telephone?
Which industry is NOT commonly associated with personal selling over the telephone?
What follows Step 4 of the personal selling process in terms of completing a sale?
What follows Step 4 of the personal selling process in terms of completing a sale?
How do favorable responses to closing questions impact personal selling?
How do favorable responses to closing questions impact personal selling?
What does telemarketing enable businesses to do quickly and at a low cost?
What does telemarketing enable businesses to do quickly and at a low cost?
What is the first step in the personal selling process?
What is the first step in the personal selling process?
Which of the following is NOT mentioned as a source for identifying potential customers?
Which of the following is NOT mentioned as a source for identifying potential customers?
What is the purpose of the second step in the personal selling process?
What is the purpose of the second step in the personal selling process?
What should a sales presentation highlight, according to the text?
What should a sales presentation highlight, according to the text?
Which of the following is NOT mentioned as a criterion for identifying qualified prospects?
Which of the following is NOT mentioned as a criterion for identifying qualified prospects?
What example is given of a creative sales presentation?
What example is given of a creative sales presentation?
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