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Short Answer Questions

Write two personal communication


methods you can use in personal
selling?
 Face to face,
 By telephone,
 Through video conferencing,
 Or by other means
White five methods of prospection can
be used in a sales process?
 Direct mail telephone
 Personal contact
 Electronic mail
 Cold calling
 Present / former customer influence
 Exhibitions / trade shows
 Media. Etc.
In a highly technical selling (Industrial
selling) situation what is the sales
approach you recommend to use?
 Team Selling approach
List four (4) selling approaches with a
example sales situation / product it
could apply
• AIDAS Approach
• Right Set of Circumstances Approach
• Buying Formula Approach
• Behavioral Equation Approach
• Need Satisfaction Approach
• Consultative Approach of Selling
• Customer Relationship-based Approach
• Problem-solving Approach
• Team Selling Approach
Any four would be correct
List down the sales process with single
line explanation on each step
• Prospecting – searching for the potential
customer
• Pre-approach – learn as much as possible about
the prospects and fix appointments with them
• Approach – gain attention of the prospects
• Sales Presentation – comprehensive and precise
explanation about the features and benefits of
the product to be given to the prospects
• Handling Objections – sales people should be
mentally prepared to accept the resistance to
selling by the prospects
• Closing – salesperson attempts to close the sale
by asking for an order
• Follow-up – this is the starting point of the future
sales
Even 7 steps accept as correct
Explain three (3) advantages of
personal selling
• Can read the customer (eye contact/ body
language)
• Product can be explained in detail
• Can identify the prospects better and their
needs
• Instant feedback can be received
• Understand the customer needs and wants
better, etc.….
any similar points

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