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.
Similar Questions
On which one of the following, the corporate advertising concentrates ?
For the following two statements indicate the correct code :
Statement - I : Advertising is any paid form of personal presentation and promotion of ideas, goods, or services by an identified sponsor.
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 :
List - I (Advertising Agencies) List - II (Clients) (a) Ogilvy and Mather Ltd (i) HDFC (b) JWT Hindustan Thompson Associates (ii) Coca-Cola (c) Mudra Communications (iii) Vodafone (d) McCann- Erikson India Ltd (iv) Nestle Code :
The major advantage of the direct mail marketing is :
Statement-I: In developing advertising programme marketing managers must always start by identifying the target market and buyer motives.
Statement-II: A company may run multiple ad campaigns at the same time, each emphasizing different aspects of its brand and service.
Match the items of the List-I with that of the List-II and suggest the correct code from the following:
List-I List-II i. Competitive Parity a. Variations in Advertising ii. Promotional Elasticity of Market b. Level advertising iii. Optimal promotional mix c. Advertising expenditure decision iv. Contra-cycle advertising d. Marginal equivalency of media outlay Codes:
Match the items of List-I with the items of List-II and select the code of correct matching:
List-I (Medium of Mass Communication) List-II (Limitations) a. Outdoor i. Relative high cost; increasing consumer resistance b. Yellow pages ii. Over production could lead to runaway costs c. Brochures iii. High competition; long ad purchase lead time; creative limitations d. Telephone iv. Limited audience selectivity; creative limitations Codes:
Statement-I: Direct marketing is a non-interactive marketing system.
Statement-II: Direct marketing uses one or more media to effect a measurable response or transaction at any location.
Select the correct code:
Use of mail, telephone and other non-personal contact tools to communicate with, or solicit a response from, specific customers and prospects is called:
Which one of the following is true about the role of sales force/personal selling?
Important Questions from Promotion decisions
The assumptions of rational decision making are:
(A) Preferences are not clear
(B) Preferences are not constant and stable
(C) Problem is clear and unambiguous
(D) No time or cost constraint exist
(E) Final choice will maximize pay off
Choose the correct answer from the options below:
Which one of the following is closest to the nature of decision making?
Match List - I with List - II :
List – I
(Decision making Bias)
List – II
(Explanation)
a
Anchoring Bias
i
Represents a case of selective perception
b
Escalation of commitment
ii
Refers to our staying with a decision even if there is clear evidence it’s wrong
c
Confirmation Bias
iii
Tendency to believe falsely, after the outcome is known
d
Hindsight Bias
iv
Tendency to fixate on initial information and fail to adequately adjust for subsequent information
Choose the correct option from those given below:
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.
