Chapter 18

Question 1

6 Steps of the Personal Selling Process

Answer 1

Prospecting 
Pre-Approach
Approach 
Presentation 
Close 
Follow-Up

Question 2

Define prospecting

Answer 2

selecting potential customers

Question 3

Define the pre-approach

Answer 3

obtain info on customer, decide method of approach

Question 4

Define the Approach

Answer 4

initial meeting

Question 5

3 Types of Presentations

Answer 5

• stimulus response
• need satisfaction
• formula selling

Question 6

Define Stimulus Response Presentation

Answer 6

selling format assumes prospect will buy if given appropriate stimulus

Question 7

Define Need-Satisfaction Presentation

Answer 7

selling format emphasizes probing and listening by salesperson to identify needs and wants of buyer

Question 8

Define formula selling presentation

Answer 8

providing information in an accurate, thorough, and step-by-step manner to inform the prospect

Question 9

Define the close

Answer 9

obtaining purchase commitment

Question 10

Define the follow-up

Answer 10

ensure proper delivery/installation; build rapport

Question 11

3 Keys to Recruiting Salespeople

Answer 11

Job Analysis
Trained, not born
All salespeople need training

Question 12

3 Types of Salesperson Compensation

Answer 12

Salary
Commission
Combination Plan

Question 13

2 Way to Evaluate Salespeople

Answer 13

• Sales Quota

- Other Measures (Generally behavioural)