Although a Sales Representative May Skip a Step in the Personal

question 118

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 a logic in the sequence. Which of the following would NOT be appropriate in the personal selling process?

• 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:

Marketing Research

A systematic, objective process of getting information about potential customers to guide marketing decisions.

Successful Past Experiences

Previous achievements or positive outcomes that may influence future decisions or actions.