P 382 noah is just starting out as a sales

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(p. 382) Noah is just starting out as a sales representative, and he has been following the personal selling process carefully. Which of the following statements would describe Noah's approach? A. He has used the sales presentation to generate leads. B. He has completed the preapproach and is now ready to C. He has successfully used the sales presentation to qua D. He has closed the sale, and he will soon finish dealing w E. None of these describes the Personal Selling Process w Each of the options is incorrect because each one lists activities out of the proper order. AACSB: Analytic Blooms: Apply Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 32. (p. 382) Although a sales representative may skip a step in the Personal Selling Process, or might sometimes have to go back and repeat steps, there is a logic in the sequence. Which of the following would NOT be appropriate in the Personal Selling Process? A. Before a salesp the preapproach B. The customer's reservations must be addressed before C. Closing the sale is the final--and most satisfying--part o D. Carefully working through the preapproach will make th more effective and efficient. E. Follow-up may include additional sales for the represen
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Closing the sale is not the final part of the process. Post-sale support is essential as well for relationship building and to encourage follow-on business. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 33. (p. 382) Bridgette went to The Gap ready to buy a new blouse, but not sure which color or style she wanted. The sales representative, sensing Bridgette's buying mode, began with the __________ stage of the selling process. A. generate leads B. preapproach C. closing the sale D. follow-up E. sales presentation Bridgette was ready to see her options in styles and colors, so the sales rep would move directly to a presentation. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process. Topic: The Personal Selling Process 34. (p. 383) Monica works as a salesperson in a retail clothing store. Of the five stages in the selling process, Monica is least likely to engage in: Monica is least likely to engage in generating and qualifying leads. For retail salespeople, qualifying leads is inappropriate and possibly discriminatory. It is dangerous to "judge a book by its cover," assuming based on someone's appearance that
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they are not qualified to buy products in a store. AACSB: Analytic Blooms: Understand Difficulty: 2 Medium Learning Objective: 18-02 Define the steps in the personal selling process.
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