Although a Sales Representative May Skip a Step in the Personal

question 60

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:

Farm Product

Goods that are produced by farming activities, such as crops and livestock, intended for consumption or further processing.

Farmer's Market

A physical retail marketplace intended for farmers to sell directly to consumers fresh produce and local goods.

Price Elasticity of Demand

The degree to which the quantity demanded of a good changes in response to a change in its price, holding everything else constant.

Air Travel

The act of travelling from one place to another through the atmosphere, typically using airplanes.