Although a Sales Representative May Skip a Step in the Personal

question 54

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.All of the following describe the personal selling process except

• 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.