Marketing 7-2

The set of repeatable steps in the sales cycle is:

• sales process

• suggestive selling

• lead

• referrals

Complete the outline.

Steps in the Sales Process

i. Research and Preparation

ii. Lead Generation and Prospecting

iii. Approach and Needs Assessment

iv. (a)  

v. Handling Objections

vi. Closing

vii. Follow-up

Companies learn about competitors, understand their potential customers’ needs and wants, and ensure the company is ready for sales during the ________________ step of the sales process.

• lead generation and prospecting

• sales presentation

• research and preparation

• handling objections

In the ____________________ step of the sales process, salespeople identify potential customers and collect information about them.

• approach and needs assessment

• closing

• lead generation and prospecting

• follow-up

When the salesperson meets the potential customer and assesses if they are a good candidate for the company’s product or service is the ___________________ sales process step.

• approach and needs assessment

• research and preparation

• sales presentation

• handling objections

_________________ is the sales process step where the salesperson describes how and why the product meets the customer's needs and wants.

• Research and preparation

• Sales presentation

• Closing

• Follow-up

The step of the sales process when the salesperson answers customer questions is:

• closing

• follow-up

• handling objections

• research and preparation

The step of the sales process where the customer is asked for the sale is:

• follow-up

• sales presentation

• closing

• handling objections

The step of the sales process when the salesperson reaches back out to the customer to make sure they are satisfied with their purchase is:

• follow-up

• closing

• approach and needs assessment

• research and preparation

The process of a salesperson contacting individuals who have not previously known about or shown interest in a product or service is:

• suggestive selling

• cold calling

• closing

• follow-up