1. If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

1. the approach
2. prospecting
3. the close
4. the Pre-approach
5. the trial close

1. Ann's attempt to open a salad bar in a small town failed. Her husband is trying to sell the tables and chairs she purchased. He suspects that Spencer's Deli may be a potential buyer for the furniture. Ann's husband should now engage in the _____ process to determine if it is worth his time to try to convince Spencer's to buy.

1. qualifying
2. closing
3. database marketing
4. bird dogging
5. leading

1. A simple way to remember the qualifying process is to think of the word MAD. The letter D reminds the salesperson to ask if the prospect has the _____ to buy.

1. discernment
2. determination
3. discretion
4. desire
5. dispensation

1. Jessica sells cosmetics. She has asked you to recommend a source of prospects and suspects. Which of the following would be a possible place for Jessica to locate prospects and suspects?

1. personal acquaintances
2. the telephone directory
3. newspapers
4. a city directory
5. all of these answers are correct