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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
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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