.
Salaries
Profits
Morale
Standards
Make a single sale
Gain the customers confidence
Put the customer on guard
Prevent customer objections
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
Identify the customers buying motives
Create interest and involve the customer
Give the customer a chance to ask questions
Save time and effort learning about products
Hold down their commissions
Call on/serve more customers
Prevent problems from arising
Concentrate on a few customers
Confidence
Praise
Referrals
Admiration
Reassure the customer
Obtain more information
Gain extra commissions
Satisfy the sales manager
Close the sale as quickly as possible
Demonstrate the salesperson's selling skills
Convince the customer of the products benefits
Provide a minimum amount of product information
Excuses
Reactions
Objections
Resistance
Recommend products
Close
Prepare
Greet customers
Generating sales leads
Qualifying sales leads
Identifying features and benefits
Prescribing solutions to customer needs
Purchase it for their own use
Learn about the competition
Find potential customers
Acquire knowledge about it
Identify the customers buying motives
Create interest and involve the customer
Give the customer a chance to answer questions
Save time and effort learning about products
Have specific time limits
Can be rearranged in any way
Should be performed consecutively
Do not follow a particular order
Generating sales leads
Qualifying sales leads
Identifying features and benefits
Prescribing solutions to customer needs
Geography and economy
Season and market conditions
State and local laws
Product and customer
Influence the customer's needs
Adjust the customer's attitude
Bypass part of the selling process
Adjust the approach to fit the customer
Reaching closure
Establishing a positive tone
Discovering needs
Reaffirming the buyer-seller relationship
Reverse order
Very different ways
Basically the same way
Ways to suit themselves
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
The selling process never varies
There is one correct selling process
The selling process is quite simple
There is no single, correct selling process
Offer solutions
Reach closure
Question the customer
Reassure the customer
False, retail salespeople do not need this step
True, all salespeople make every contact permanent
False, industrial salespeople so not need this step
True, this is an important step for all salespeople
Writing a follow-up letter
Establishing a buyer-seller relationship
Completing the necessary paperwork
Discovering the customers needs and wants
Selling to retail customer 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
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