Sales Force Management Study Set 1

Business

Quiz 2 :
The Process of Selling and Buying

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Quiz 2 :
The Process of Selling and Buying


(1.) Anticipation or recognition of a problem or need. For salespeople anticipating the needs or problems of customers generates opportunities (2.) Determination and description of the characteristics and quantity of the needed item. At this stage salespeople need to provide customers with information (3.) Search for and qualification of potential suppliers. At this stage salespeople need their product or service to be one of the choices included for evaluation (4.) Acquisition and analysis of proposals or bids. At this stage the salesperson needs to provide the information requested in the format desired by the potential customer (5.) Evaluation of proposals and selection of suppliers. At this stage the salesperson needs to address the priorities of buyers and be prepared to address quality, pricing, credit, delivery and other details needed for evaluation (6.) Selection of an order routine. At this stage the salesperson needs to coordinate the delivery needs of the customer with the company's manufacturing schedule (7.) Performance evaluation and feedback. At this stage the salesperson needs to address any problems or concerns in order to improve opportunities for additional purchases in the future.

A

B