Determine whether the following statement is true or false: All salespeople should use the step of the selling process in which a relationship is established with the customer.

Tim could not think of any more questions to determine a customer's need for a new stove. What should Tim do?

What type of product information might a salesperson be able to obtain from a manufacturer's representative?

When a customer's special order arrives, another customer who is on hand at the time asks to buy the item. What should the salesperson do?

What should a salesperson explain to a customer when recommending a substitute item?

The phase of the selling process that includes writing up the order is

What is a product benefit that a salesperson might point out to a customer who wants to buy a computer?

A customer has been looking at different brands of the same product for several minutes. What is the most appropriate sales approach to use under these circumstances?

Which of the following is part of establishing relationships with customers:

What is usually an important step in processing a customer's telephone order?

What is often one of the first steps in processing an incoming telephone order?

If Shari wants to make sure that she knows which customers' orders she is taking on the telephone, which one of the first steps in processing incoming telephone orders would help?

On what does the speed of asking customers questions depend?

What should the salesperson do when s/he is helping a customer and another customer enters the selling area?

After learning that a customer is interested in a computer that can produce sophisticated graphics, what should be the salesperson's next step?

A customer asks a specific product question that a new salesperson cannot answer. What should the new salesperson do?

Judy sold customers substitute computers for the iPad. What should she explain to the customers about the substitute computers?

Josh wants to know more about the benefits of his new iPad. What about the iPad does he want to know?

Geri asked a salesperson about some features of the new Samsung Android cellular telephone. Since the salesperson was not aware of the features, what should he do?

What is good advice for a salesperson to follow when questioning customers?

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