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:

Ova Reserves

The supply of eggs present in a female's ovaries, which decreases in number and quality with age, affecting fertility.

Implantation

The process by which the blastocyst becomes attached to the uterine wall, completed by about 10 days after fertilization.

Conception

The process of fertilization where a sperm cell unites with an egg cell, leading to the formation of a zygote.

Fatal Injuries

Refers to injuries that lead directly to death, either immediately or as a result of complications during the healing process.