Selling Process and Sales Presentation
What this domain tests
Memory of the seven-step selling process in the correct order, plus the ability to name the stage a given sentence describes and to state how a sales presentation is planned and delivered.
The seven steps
- Prospecting - locating and qualifying potential buyers (referrals, cold canvassing, directories, enquiries).
- Pre-approach - collecting information on the prospect's needs, buying capacity and buying motives before the call.
- Approach - the first few minutes; winning attention and creating interest.
- Presentation and demonstration - showing how the product satisfies the identified need; canned (standardised) or tailored (need-satisfaction) presentation.
- Handling objections - welcome the objection, listen fully, clarify, answer with evidence, confirm the answer.
- Closing - asking for the order (trial close, assumptive close, alternative-choice close, summary close).
- Follow-up - delivery, installation, after-sales service, repeat orders and referrals.
Worked example
"After two weeks, the representative telephones the buyer to check that the printer is running well and asks whether the office needs a second unit." Reasoning: the sale has already been closed, so this is follow-up, not closing and not pre-approach. Follow-up lowers post-purchase doubt, builds repeat business and produces referrals - it is a step in the process, not an optional courtesy.
Objection versus condition
An objection is a reason for not buying that can be answered ("the price is high"). A condition cannot be answered ("I have no money this month"). Salespeople handle objections; they postpone conditions.
Traps that cost marks
- Placing demonstration before pre-approach, or skipping pre-approach altogether.
- Confusing the approach (first contact) with the presentation (the argument).
- Naming "follow-up" as the step where the order is obtained.
- Treating every objection as a rejection to be argued down; “price is too high” usually means value is not yet proved.