The step or stage of the personal selling process in which the salesperson attempts to make a favorable impression, gather information about the customer's needs and objectives, and build rapport ... called A)prospecting. B)preapproach. C)approach. D)making the presentation. E)overcoming objections. Answer : C)approach....
The first step in the selling process is A)preapproach. B)approaching the customer. C)making the presentation. D)overcoming objections. E)prospecting. Answer : E)prospecting....
Kevin tells his wife, Karen, that his last sales call of the day at DuPont was a disaster. He explains that he never really figured out what the purchasing agent was looking ... listening skills B)overcoming objections. C)prospect evaluation. D)product demonstrations. E)closing the sales encounter Answer : E)closing the sales encounter...
"Mrs. Brown, you would agree that this is the most attractive car interior in this price range, wouldn't you?" Cliff Davis, salesperson at Ford Motors, was using __________ when he made this statement. A)a referral B)an objective C)a bandwagon approach D)a follow -up E)a trial close Answer : E)a trial close...
Advertising that encourages consumers to send in cards for additional information aids salespersons in achieving which goal of personal selling? A)Convincing prospects to buy B)Finding prospects C)Keeping customers satisfied D)Making the presentation E)Following up the sale Answer : B)Finding prospect...
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