Outcome # 5

Question 1

Personal selling process

Answer 1

1. Generate and quality leads
2. Preapproach
3. Sales presentation and overcoming Objections
4. Closing the sale
5. Follow up

Question 2

1. Generate and quality leads

Answer 2

Leads - A list of potential customers.

Qualify - The process of assessing the potential of sales leads.

Tradeshows - Major events attended by buyers who choose to be exposed to products and services offered by potential suppliers in an industry.

Question 3

1 Generate and quality leads

Answer 3

Cold calls
A method of prospecting in which salespeople telephone or go to see potential customers without appointments.

telemarketing
A method of prospecting in which salespeople telephone potential customers.

Question 4

2. Preapproach and the use of CRM Systems

Answer 4

In the personal selling process, occurs prior to meeting the customer for the first time and extends the qualification of leads procedure;

in this step, the salesperson conducts additional research and develops plans for meeting with the customer.

Question 5

3. Sales presentation and overcoming objections

Answer 5

B2B Buyin process

Need recognition
Product Specification
RFP Process
Proposal Analysis and supplier selection
Order specification
Performance Assesment