Marketing 7-3

A set of repeatable steps in the sales cycle is the sales:

• pipeline

• process

• industry

• display

The sales pipeline is a visual summary of potential _____________ in the various stages of the sales process.

A needs _____________ is a process for determining and addressing the needs, “gaps,” or “voids” between current conditions and the desired outcome.

Questions that require the respondent to answer without being given a finite amount of pre-selected answer options to choose from are:

• closed-ended

• assumptive

• finite

• open-ended

Questions that are answered from a finite list of pre-selected answer options are:

• closed-ended

• open-ended

• assumptive

• interpretive

A salesperson asking a customer if they will continue to buy the product when the price goes up is an example of a/an:

• open-ended question

• assumptive question

• closed-ended question

• interpretive question

Asking a customer how product or service makes them feel is an example of a/an:

• assumptive question

• multiple choice question

• interpretive question

• closed-ended question

A customer who makes more eye contact during a sales process may be giving a/an ____________ signal.

When a salesperson asks a customer if anything frustrates them about a certain product or service, this is an example of a/an:

• open-ended question

• closed-ended question

• assumptive question

• multiple choice question

When a salesperson asks a customer a yes or no response question such as “Are you happy with your car (y/n)?” this is an example of a/an:

• open-ended question

• closed-ended question

• assumptive question

• interpretive question