A salespersons prospects go through several mental steps in deciding whether to

A salespersons prospects go through several mental

This preview shows page 14 - 17 out of 17 pages.

78. A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy the product. Select these steps in their correct order. A. Interest, attention, desire, purchase, action.B. Interest, desire, attention, conviction, purchase.xC. Attention, interest, desire, conviction, purchase. D. Desire, attention, interest, conviction, purchase, action.E. Attention, conviction, interest, desire, action, purchase. 79. As a salesperson for a restaurant equipment supplier, you have decided to call on Frederick Hawkins, the owner of Fred's House of Pancakes. If Frederick decides to discuss your products then he is most likely in the ________ stage of the buying decision. 8-14
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Chapter 08 - Planning the Sales Call Is a Must 80. A prospect goes through five mental steps, all of which lead to the purchase decision. The approach stage of the selling process should: 81. In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind? 82. Gene sells ski clothing and is meeting with the retail buyer for a large ski resort. When theprospect says, "I've seen enough, Gene. There is no doubt in my mind that your company will provide our resort with the best quality ski clothes for the money," the prospect has reached the mental step called: A. action.B. interest.C. conviction.D. desire.xE. purchase. 8-15
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Chapter 08 - Planning the Sales Call Is a Must 83. Daniella sells furniture. After demonstrating her product and answering the customer's questions, Daniella asked the customer how many chairs he thought he could sell. The customer responded with, "Three dozen. How soon can you deliver?" Which mental step has the customer reached? 84. Adrian, who has just met his prospect, begins by telling an interesting story about the last customer who bought his product and benefited by it immediately. The prospect is initially interested but growing impatient. What should Adrian do?
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