A. Preparing to Sell D. Prescribing Solutions to Needs/Wants

PHASE IN

Directions: For each of the following situations, identify the phase of the selling process that is being depicted. (Phases may be used more than once.) Write the correct letter of each phase in the spaces provided for each phase.

A. Preparing to sell D. Prescribing solutions to needs/wants

B. Establishing relationships E. Reaching closure

C. Discovering client needs/wants F. Reaffirming buyer-seller relationships

______1. During the demonstration of an iPad, a customer told the salesperson, “It looks too complicated—I don’t believe I could learn how to use it.”

______2. A salesperson says to a customer, “How are you today, Mr. Miller?”

______3. Lawrence is interested in buying a new car. He wants one that is easy to drive and economical.

______4. An industrial-equipment salesperson goes to a training class to learn as much as possible about the products s/he will be selling.

______5. A salesperson carefully removes a watch from a display case to show it to a customer. The watch is then gently placed in the customer’s hands.

______6. A real estate agent says, “This is the only house in the neighborhood that has a swimming pool. May I make an appointment to discuss closing costs?”

______7. A customer stops at a Jeep dealership to request some brochures about the latest model Jeep.

______8. An insurance salesperson spends time researching potential customers for a certain type of life-insurance policy.

______9. A customer decides to purchase a laptop computer. The salesperson then suggests software and a printer.

______10. A customer has stated that she wants to buy luggage that is easy to handle. The salesperson says, “This piece of luggage also has recessed wheels, which means that you can pull the luggage easily for long distances without getting tired.”

______11. John, a car salesperson, offers his customers a $50 gift certificate to a local restaurant if their referrals purchase a car.

______12. A dentist sends birthday cards to her patients.