Although a Sales Representative May Skip a Step in the Personal

question 53

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.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:

Individual Members' Capabilities

Refers to the skills, knowledge, and abilities possessed by each person within a group or organization.

Synergy

The interaction or cooperation of two or more organizations, substances, or other agents to produce a combined effect greater than the sum of their separate effects.

Life Cycle Stages

The various phases through which an entity, such as a product, organization, or project, passes, typically including initiation, growth, maturity, and decline.

Formal Work Unit

A structured group within an organization designed to perform specific tasks or functions according to defined roles and procedures.