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Sales Force Management - Chapter 3 - The Personal Selling Process Questions and Answers Latest Updated $13.49   Add to cart

Exam (elaborations)

Sales Force Management - Chapter 3 - The Personal Selling Process Questions and Answers Latest Updated

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Sales Force Management - Chapter 3 - The Personal Selling Process

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  • November 5, 2024
  • 2
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers
  • Salesforce
  • Salesforce
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julianah420
Sales Force Management - Chapter 3 -
The Personal Selling Process

prospecting - answer the method or system used by the sales force to find new
customers

cold calling - answer show up to these prospective accounts unannounced

identifying leads - answer generating names of potential customers

qualifying leads - answer who is most likely to buy

sales pipeline - answer a full listing of the names and contact information for all
prospects, categorized by how likely they are to purchase the product

adaptive selling - answerthe information gained by salespeople during the actual call
often may cause them to alter their initial objectives or plans

approach - answerwhen the sales rep has the name of a prospect and adequate pre-
approach information, this is the next step

need assessment - answerthe stage in which the salesperson must discover, clarify,
and understand the buyer's needs

situation questions - answerbasic data-gathering questions that ask for factual
information about the buyer's current situation

problem questions - answerused to uncover potential problems, difficulties, or
dissatisfaction the customer is experiencing that the salesperson's products and service
can solve

implication questions - answerasking about the impact or implications of the problems

need-payoff questions - answerHelp the buyer see how valuable a solution to any
problems would be

trial close - answera type of question that asks for the prospect's opinion - such as "How
does this sound so far?"

presentation - answerprimarily discussion of those features of the product that provide
benefit to the customer

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