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16-60.After prospects have been identified and qualified, the next step in the selling process is __________. This step requires the salesperson to learn as much as possible about the potential customers wants and needs. A)customer specification B)the preapproach C)consumer trait analysis 16Nickels, McHugh & McHugh, Understanding Business, Eighth Edition
D)customer quantification Answer: BLG: 3/LL: 1Page: 440 16-61.The approach step of the selling process attempts to: LG: 3/LL: 1Page: 440 16-62.The last step of the selling process is: LG: 3/LL: 1Page: 441 16-63.The purpose of a __________ is to quickly finalize a sale. LG: 3/LL: 1Page: 440 16-64.In B2C sales the salesperson does not have to do much:A)follow up.B)closing.C)qualifying.D)approach.Answer: CLG: 3/LL: 1Page: 441 Level of Learning 2(Understands concepts and principles)16-65.A review of the personal selling process indicates that selling is: Nickels, McHugh & McHugh, Understanding Business, Eighth Edition17
16-67."You never get a second chance to make a good first impression," captures the importance of the __________ step in the selling process. 16-68.Bethany just finished making a sales presentation to a major prospect. In the next step of the selling process, Bethany will likely be: