A. qualifying
B. prospecting
C. follow up
D. approach
Related Mcqs:
- The personal selling step in which the sales person asks for an order to the customer is classified as?
A. shipper approach
B. handling shipment
C. closing
D. follow up - The step of personal selling process in which the sales person learns about potential buyer before making a call for sale is classified as?
A. pre-approach
B. sales nomination
C. qualifying
D. prospecting - The personal selling process step according to which sales person dictates how company can solve problem by offering its product is classified as?
A. inbound approaching
B. presentation
C. demonstration
D. nominal approaching - The third step in personal selling process after completion of pre-approach step is to?
A. prospecting and qualifying
B. handling objections
C. approach
D. presentation and demonstration - The forth step in personal selling process after completion of step consisting of approach is to?
A. prospecting and qualifying
B. follow up
C. closing
D. present and demonstrate - In the personal selling process, the step which consists of identifying potential customers is classified as?
A. presenting quota
B. demonstrating quota
C. prospecting
D. qualifying - The systematic blend of personal selling, sales promotion, advertising and public relations to communicate customer value is called?
A. promotion mix
B. marketing communication mix
C. strategic buyer behavior mix
D. both a and b - Considering promotional mix, the method in which sales force personal presentation for building customer relationship and increasing sales is called?
A. sales promotion
B. personal selling
C. public relations
D. advertising - The second step of personal selling process after completion of prospecting and qualifying is to?
A. approach
B. presentation and demonstration
C. handling objections
D. pre-approach - The last step in personal selling process is?
A. present and demonstrate
B. follow up
C. closing
D. approach
