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:

Unconscious Forces

Mental processes in an individual that occur without their conscious awareness, influencing feelings, thoughts, and behaviors.

Internal Conflict

A psychological struggle within the mind of an individual, arising from opposing demands or impulses.

Psychodynamic Perspective

A psychological approach that emphasizes the influence of unconscious processes and childhood experiences on behavior.

Unconscious Forces

Drives or motivations that influence an individual's thoughts, feelings, and behaviors without their conscious awareness.