The Selling Process

True, this is a step in the selling process that is common to both.

False, retail salespeople already know their customers' needs/wants

False, industrial salespeople already know their customers' needs/wants

True, retail and industrial salespeople spend equal time discovering needs/wants

It will be easier to find potential customers.

It will be harder to discover customer needs.

It may be more difficult to close the sale.

Preparation for selling will be shorter.

Selling to retail customers generally requires more preparation than selling to industrial ones.

It is more important for salespeople to establish relationships with retail customers than with industrial ones.

It is easier for salespeople to prescribe solutions for industrial customers than for retail ones.

Salespeople must realize that retail customers have different buying motives than industrial ones do

the selling process never varies

there is one correct selling process

the selling process is quite simple.

there is no single, correct selling process.

salaries.

profits.

morale.

standards.

have specific time limits.

can be rearranged in any way.

should be performed consecutively.

do not follow a particular order.

recommend products.

close.

prepare.

greet customers.

purchase it for his/her own use.

learn about the competition.

find potential customers.

acquire knowledge about it.

generating sales leads.

qualifying sales leads.

identifying features and benefits.

prescribing solutions to customer needs.

generating sales leads.

gain the customer's confidence

put the customer on guard.

prevent customer objections.

identify the customer's buying motives.

create interest and involve the customer.

give the customer a chance to ask questions.

save time and effort learning about products.

excuses.

reactions.

objections.

resistance.

Writing a follow-up letter

Establishing a buyer-seller relationship

Completing the necessary paper work

Discovering the customer's needs/wants

reaching closure.

establishing a positive tone.

discovering needs.

reaffirming the buyer-seller relationship.

geography an deconomy.

season and market conditions.

state and local laws.

product and customer.

reverse order.

very different ways.

basically the same way.

ways to suit themselves.

False, retail salespeople do not need this step.

True, all salespeople make every contact permanent.

False, industrial salespeople do not need this step.

True, this is an important step for all salespeople.