Although a Sales Representative May Skip a Step in the Personal

question 54

Multiple Choice

Although a sales representative may skip a step in the personal selling process or might sometimes have to go back and repeat steps,there is logic in the sequence.All of the following describe the personal selling process except

• A) before a salesperson can work through the preapproach, leads must be qualified.
• B) the customer's reservations must be addressed before closing the sale.
• C) closing the sale is the final-and most satisfying-part of the process.
• D) carefully working through the preapproach will make the next step-the sales presentation-more effective and efficient.
• E) follow-up may include additional sales for the representative.

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Definitions:

Credit Card Theft

The unauthorized use, theft, or misappropriation of someone's credit card information for the purpose of making unauthorized purchases or transactions.

Equal Credit Opportunity Act

A U.S. federal law that prohibits discrimination in granting credit to consumers based on race, color, religion, national origin, sex, marital status, age, or because they receive public assistance.

Creditors

Individuals or institutions that lend money or extend credit and are owed money by debtors.

Credit Request

An application for borrowing money or obtaining goods or services with the promise to pay back at a later time.