Exam 7: Planning the Sales Call

Jeff is an experienced salesperson in a firm that manufactures agricultural equipment.His goal is to sell five tractors to farmers in a particular village.He is willing to accept orders for two tractors if the farmers are first willing to make a small payment of 10 percent on the cost of the tractor.Jeff would ideally like to sell more than 15 tractors and develop a long-term relationship with these customers.Nevertheless,he accepts the order for two tractors.This sales call objective,where Jeff is willing to adjust his actual goal,is most likely an example of his _____ call objective.

The more information a salesperson has about a prospect,the higher the probability of meeting the prospect's needs and developing a long-term relationship.

What is the term used for people who can influence a purchase decision and are opposed to the seller's company?

To whom should a salesperson present a customer value proposition?

Which of the following statements about obtaining precall information is FALSE?

It is important for salespeople to consider the company's overall promotional campaign when developing multiple call objectives for a prospect.

Discuss the best time for a salesperson to call on a prospect.

How can a salesperson know if he or she has enough information to make a sales call?

While setting objectives for a sales call,the actual goal a salesperson hopes to achieve is known as:

Videoconferencing or Webcasting has lost its popularity as a result of downsizing.

It is recommended that salespeople avoid including suggested order quantities or dates for closure of a deal in their specific objectives.

Collecting information about a prospect before making a call is a waste of the salesperson's time as this does not help him or her make a sale.

A farm machinery salesperson has spent the last three weeks gathering information about a prospective customer.He has researched the customer's existing machinery and buying potential.However,he delays the actual meeting with the customer because he feels that he requires a couple of weeks more to gather enough information to make the sales call.In this scenario,the salesperson is experiencing a(n):

Why should salespeople consider cultural factors when setting sales call objectives?

Billy is a charming sales representative.He uses his skills and persuades the prospect's secretary to get him a face-to-face meeting with the prospect.He convinces her that the product he is selling will greatly benefit her company.The technique that Billy is using is known as:

Call objectives should be developed while taking into account the firm's goals,the sales team's goals,and the salesperson's goals.

Analysis paralysis refers to a situation where a salesperson cannot extract data about a prospect from the prospect's company's records because of the defective customer record system.

Amy is given the name of a potential prospect.What general sources of information should she consider checking before approaching the prospect?

Planning a sales call helps salespeople avoid wasting a prospect's time.

A customer value proposition is a written statement that lists the call objectives for a salesperson.