The Sales Process

Question 1

PURCHASING PROCESS of a Business-to-consumer is when consumers buy your products or services for personal use.

Answer 1

True.

Question 2

In Business-to-Business, consumers who buy products from you pay the same price as other consumers.

Answer 2

False.

Question 3

In Business-to-Business, buyers purchase products or services for use in their companies.

Answer 3

True.

Question 4

The basic B2C business is relatively simple. You need a method of displaying products and prices on your website, a mechanism for recording customer details, and a checkout to accept payment.

Answer 4

True.

Question 5

Customers select products, place an order and arrange delivery through an agreed logistics channel. Payment is settled on agreed terms in Business-to-Consumer.

Answer 5

False.

Question 6

What law states that by the contract of sale one of the contracting parties obligates himself to transfer the ownership and to deliver a determinate thing, and the other pay therefore a price certain in money or its equivalent.

Answer 6

CIVIL CODE (TITLE VI, CHAPTER1, Article 1485)

Question 7

A set of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale.

Answer 7

Sales Process.

Question 8

A potential customer’s journey from realizing they have a need for a product to making an actual purchase.

Answer 8

Sales Process.

Question 9

A roadmap for a salesperson.

Answer 9

Sales Process.

Question 10

First step of the sales process. Kick-starts the entire sale and determines, to a great extent, whether or not the deal is going to be sealed.

Prospecting.
Preparation.
Approach.
Presentation.

Answer 10

Prospecting.

Question 11

This step requires a client-centric mentality. It will allow the sales professional to gather the necessary information to conduct a valuable Warm Up and instill a sense of professionalism during the first client appointment and increase the chances of building customer rapport.

Preparation.
Handling Objections.
Prospecting.
Presentation.

Answer 11

Preparation.

Question 12

Here is where you make first contact with your client. Sometimes this is a face-to-face meeting, sometimes it’s over the phone.

Prospecting.
Presentation.
Follow-up.
Approach.

Answer 12

Approach.

Question 13

The approach method wherein you present your potential client with a gift at the beginning of your interaction.

Question.
Product.
Premium.

Answer 13

PREMIUM.

Question 14

The approach wherein you ask a question to get the prospect interested.

Question.
Product.
Premium.

Answer 14

QUESTION.

Question 15

Here, you actively demonstrate how your product or service meets the needs of our potential customer.

Answer 15

Presentation.

Question 16

In this step you may use PowerPoint and give a sales speech, but it doesn’t always have to be that way- you should actively listen to your customer’s needs and then act and react accordingly.

Answer 16

Presentation.

Question 17

Perhaps the most underrated of the seven steps of a sales process.

Answer 17

Handling Objections.

Question 18

This is the step where you listen to your prospect’s concerns and address them.

Answer 18

Handling Objections.

Question 19

Handling objections and alleviating concerns separates good salespeople from bad and great from good.

Answer 19

True.

Question 20

In the follow-up step of the sales process, you get the decision from the client to move forward.

Answer 20

False.

Question 21

A closing strategy wherein you assume the sale and offer the prospect a choice, where both options close the sale.

Answer 21

Alternative Choice Close.

Question 22

Offering something extra to get the prospect to close, such as a free month of service or discount is a closing strategy called the Extra Inducement Close.

Answer 22

True.

Question 23

Creating urgency by expressing that time is of the essence- for example, “The price will be going up after this month” or “We only have six spots left.”.

Answer 23

Standing Room Only Close.

Question 24

This stage keeps you in contact with customers you have closed, not only for potential repeat business but for referrals as well.

Answer 24

Follow-up.

Question 25

Following up isn’t just for after the close to get repeat business. Most customers don’t buy right away. You have to handle objections and try, try, try again.

Answer 25

True.

Question 26

The sales process only consists of 7-steps and cannot be a 13-step sales process or a 21-step sales process.

Answer 26

False.

Question 27

“Sales are contingent upon the attitude of the salesman- not the attitude of the prospect.”

W. Clement Stone.
Vicencio “Vince” Dizon.
Adam Smith.

Answer 27

W. Clement Stone.