2.09

• What should a salesperson remember to do during the closing phase of the selling process?

A. Show the customer a product

B. Put the customer at ease

C. Ask the customer questions

D. Ask the customer to buy

• The phase of the selling process that includes writing up the order is

A. Discovering needs

B. Prescribing solutions

C. Reaching closure

D. Establishing relationships

• Determine whether the following statement is true or false: All salespeople should use the step of the selling process in which a relationship is established with the customer

A. False, retail salespeople do not need this step

B. True, all salespeople make ever contact permanent

C. False, industrial salespeople do not need this step

D. True, this is an important step for all salespeople

• Which of the following is part of establishing relationships with customers

A. Using suggestion selling

B. Probing

C. Reaching closure

D. Sizing up the customer

• By what will the emphasis put on each phase of the selling process vary most significantly?

A. State and local laws

B. Economic climate

C. Product and the client

D. Geographic area

C. product and client. The different phases of the selling process can be made more or less important according to what kind of product is being sold and according to the client to whom it is being sold. The part of the country in which the sale occurs, the economic situation at the time, and the state/local laws would not affect the situation

• After that a customer is interested in a computer that can produce sophisticated graphics, what should be the salesperson’s next step?

A. Trying to reach closure with the customer

B. Suggesting a specific computer to the customer

C. Trying to make the customer feel more relaxed

D. Giving the customer a price list

• Suggesting a specific computer to the customer. After learning about the customer’s needs, the next step is to prescribe a solution (specific computer). The salesperson should be well informed about the products he /she sells in order to suggest the most appropriate product. Price should be discussed as part of prescribing a solution to the customer’s need, but giving the customer a price list at this point would disrupt the selling process. Making the customer feel relaxed and at ease is part of establishing a relationship with the customer. The salesperson should not try to reach closre before a suitable product had been recommended and demonstrated.