Identify the correct sequence of stages in the sales process : A. Initial contact B. Gather the sales Lead C. Meeting objections and concerns D. Qualifying the Lead E. Sales presentation Choose the correct answer from the options given below :
B, A, D, E, C
The correct sequence is B, A, D, E, C — option 1.
| Order | Stage | What happens |
|---|---|---|
| 1 | B — Gather the sales lead | Prospecting — generating names of possible buyers from referrals, directories, enquiries, trade shows and data |
| 2 | A — Initial contact | The first approach — a call, an email, a visit |
| 3 | D — Qualifying the lead | Establishing whether the prospect has the need, the authority, the money and the willingness to buy — and dropping those who do not |
| 4 | E — Sales presentation | Presenting the offering and demonstrating how it meets the need identified |
| 5 | C — Meeting objections and concerns | Handling the resistance the presentation provokes — price, timing, comparison with rivals |
The two orderings that matter. First, leads must be gathered before anyone can be contacted — B before A — which eliminates options 2 and 4 at once. Second, objections follow the presentation: there is nothing to object to until something has been proposed. That places C after E and distinguishes option 1 from option 3.
A note on qualifying after initial contact. Some textbooks qualify before approaching; this sequence has the representative make contact and use that conversation to qualify, which is how it works in practice for cold leads — the information needed to judge a prospect is usually obtainable only by speaking to him.
The full seven-step process in Kotler’s treatment, for context: prospecting and qualifying, pre-approach, approach, presentation and demonstration, handling objections, closing, and follow-up. The last is the one most often neglected and the most valuable: it confirms satisfaction, secures repeat business and generates referrals, and it is the point at which a transaction becomes a relationship.
Why objections are welcomed rather than feared. An objection is evidence of interest — an indifferent prospect does not argue. Handling it well surfaces the real concern, and the standard method is to acknowledge, clarify, answer, and then confirm that the concern has been met.
Hence, the answer is B, A, D, E, C.
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For the following two statements indicate the correct code :
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Statement - II : Sales promotion consists of most long-term incentive tools, designed to stimulate greater purchase of particular products or services by consumers or the trade.
Code :
Match the items of List - I with the items of List - II and select the correct code of matching :
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The major advantage of the direct mail marketing is:
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Indicate the correct code matching the items in List - I with those in List - II as follows:
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Important Questions from Promotion decisions
Which of the following will fall under the grievances relating to promotion category?
A. Supersession
B. Increments
C. Acting promotions
D. Seniority
E. Pay fixation
Choose the most appropriate answer from the options given below:
- ________ is a marketing term for any design to prompt an immediate response or encourage an immediate sale.
- Emotional appeal is one of the types of advertising appeals, based on three ideas, namely
A. Rational appeals generally go unnoticed
B. Consumers watch all ads
C. It can capture attention and foster an attachment
D. Consumers ignore most ads
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Choose the correct answer from the options given below - Assertion (A): Movie stars and sporting heroes are popularly used as Brand ambassadors.
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