marketing

Personal Selling Process STAGE OBJECTIVE STAGE OBJECTIVE Search for and qualify Begin converting a prospects prospect into a customer by creating a desire for the product or service Gather information Obtain a purchase and decide how to commitment from approach the the prospect and prospect Create a customer Gain prospect's Ensure that the attention, stimulate customer is satisfied C nterest, and make with the product or transition to the service presentation Use the above figure to answer questions 96-100 96. Stage "A" in the personal selling process is the stage. A. Information search B. Preapproach C. Transition D. Prospecting E. Customer service 97. objections in the personal selling process are most commonly handled in the stage. B. Stage A. Stage A B C. Stage C D. Stage D E. E 98. Stage "C" in the personal selling process is the stage. A. Attention B. Preapproach C. Transition D. Approach E. Prepresentation 99. SRC Refrigeration sells refrigerated display cases for flowers. When its salesperson asks a retailer, "Do you want to order the two-door model 350For the Model 719F with the single door?" he has executed which stage of the selling process? A. Stage A B. Stage B C. Stage C D. Stage D E. Stage E 100. In which stage of the personal selling process is the first impression critical. A. Stage A B. Stage B C. Stage C D. Stage D E. Stage E