Use the Chart to Indicate the Relative Amount of Time

question 73

Essay

Use the chart to indicate the relative amount of time spent in each of the key steps of the selling process for both traditional selling and relationship/consultative selling.The first step has been completed for you.
$$\begin{array} { | l | l | l } \hline \text { Kay Selline Steps } & \text { Traditional Selline } & \begin{array} { l } \text { Relationship/Consultative } \\\text { Selline }\end{array} \\\hline \text { Generating leads } & \text { High } & \text { Low } \\\hline \text { Qualifying leads } & & \\\hline \begin{array} { l } \text { Approaching the customer and } \\\text { probing needs }\end{array} & & \\\hline \begin{array} { l } \text { Developing and proposing } \\\text { salutions }\end{array} & & \\\hline \text { Handling objections } & & \\\hline \text { Closing the sale } & & \\\hline \text { Following up } & & \\\hline\end{array}$$

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Definitions:

Psychophysics

An approach to perception that relates the characteristics of physical stimuli to the sensory experiences they produce.

Proximal Stimuli

The stimuli that directly interact with an organism's sensory receptors, such as light or sound waves.

Perceptual Interpretation

The process by which the brain organizes and makes sense of sensory information to understand its environment.

Immanuel Kant

An 18th-century German philosopher whose work in epistemology, ethics, and aesthetics had a profound influence on modern philosophy.