Question 1

After gathering precall information and setting objectives,a salesperson's next step in planning the sales call is generally to make an appointment.

Accepted Answer

A) True 
 B)False

Question 2

A salesperson who routinely accomplishes his or her _____ objectives most likely sets his or her objectives too low.

Accepted Answer

A)  strategic 
B)  optimum call 
C)  minimum call 
D)  primary call 
E)  secondary call 
A)  strategic 
B)  optimum call 
C)  minimum call 
D)  primary call 
E)  secondary call

Question 3

As the CEO's personal assistant,Robert's job involves taking calls from sales representatives from different companies.He sorts them and selects the salespeople who get to speak directly to his boss.In this situation,Robert is acting as the _____.

Accepted Answer

A)  point of dissatisfaction 
B)  screen 
C)  user 
D)  risk-taker 
E)  center of influence 
A)  point of dissatisfaction 
B)  screen 
C)  user 
D)  risk-taker 
E)  center of influence

Question 4

Jonah,a salesperson,hears of a lead and decides to pursue it.He determines getting acquainted with the client to be his call objective for the first sales call.As he reviews his notes after the sales call,he realizes that he does not have much information about the needs and the business potential of the lead despite having met most members of the buying center.Which of the following drawbacks of his call objective is most likely to explain this shortage of information faced by Jonah?

Accepted Answer

A)  It puts too much emphasis on service. 
B)  It says nothing about the product being sold. 
C)  It is not measurable. 
D)  It is too personal. 
E)  It is unrelated to company goals. 
A)  It puts too much emphasis on service. 
B)  It says nothing about the product being sold. 
C)  It is not measurable. 
D)  It is too personal. 
E)  It is unrelated to company goals.

Question 5

Which of the following statements about sales call objectives is true?

Accepted Answer

A)  Sales call objectives should always be expressed in monetary terms. 
B)  Sales call objectives are unnecessary for missionary salespeople. 
C)  Sales call objectives are unnecessary when the sales rep is cold calling. 
D)  Sales call objectives should be limited to one objective per sales call. 
E)  Sales call objectives are based on strategic decisions about an account. 
A)  Sales call objectives should always be expressed in monetary terms. 
B)  Sales call objectives are unnecessary for missionary salespeople. 
C)  Sales call objectives are unnecessary when the sales rep is cold calling. 
D)  Sales call objectives should be limited to one objective per sales call. 
E)  Sales call objectives are based on strategic decisions about an account.

Question 6

Ben,a salesman,would like to sell his prospect three dozen handheld mixers.However,he would be willing to settle for selling just six of them-that would be his minimum sales call objective.

Accepted Answer

A) True 
 B)False

Question 7

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

Accepted Answer

A)  focus of receptivity 
B)  focus of dissatisfaction 
C)  focus of power 
D)  driver 
E)  gatekeeper 
A)  focus of receptivity 
B)  focus of dissatisfaction 
C)  focus of power 
D)  driver 
E)  gatekeeper

Question 8

A salesperson for Otto Bock Orthopedic Industry is calling on an orthopedic hospital to sell his company's new computerized artificial limbs that can anticipate and regulate movement by the user.The salesperson's sales call objective is to sell 20 limbs after convincing the buyer that the limb is superior to all other prosthesis available in the market.The total amount involved in the deal is around $50,000.The salesperson has been given 15 minutes to make his sales presentation.What is wrong with this objective?

Accepted Answer

The sales objective is not realistic.Obj

Question 9

Jenna,a seller of insurance products,is scheduled to meet her prospect,Jay.Jay's assistant always interferes and stops salespeople from contacting Jay.When Jay's assistant attempts to stall Jenna's effort,she tells the assistant that she has authority from Jay's superiors and the top management to meet Jay.The strategy used by Jenna is known as:

Accepted Answer

A)  lowballing. 
B)  taking down the screen. 
C)  nibbling. 
D)  going over the screen. 
E)  going through the screen. 
A)  lowballing. 
B)  taking down the screen. 
C)  nibbling. 
D)  going over the screen. 
E)  going through the screen.

Question 10

In the context of finding the right person to make a sales call,which of the following was suggested by Neil Rackham?

Accepted Answer

A)  A salesperson should initially try to contact the person who is the focus of dissatisfaction. 
B)  Going straight to the decision maker as quickly as possible is not necessarily effective selling. 
C)  A salesperson should first focus on initiating contact with the person who is the focus of expertise. 
D)  A salesperson should avoid initiating a conversation with people who are not in the buying center even though they are excellent listeners. 
E)  Salespeople who talk to the person who is the focus of dissatisfaction are effective salespeople. 
A)  A salesperson should initially try to contact the person who is the focus of dissatisfaction. 
B)  Going straight to the decision maker as quickly as possible is not necessarily effective selling. 
C)  A salesperson should first focus on initiating contact with the person who is the focus of expertise. 
D)  A salesperson should avoid initiating a conversation with people who are not in the buying center even though they are excellent listeners. 
E)  Salespeople who talk to the person who is the focus of dissatisfaction are effective salespeople.

Question 11

Tom,an experienced salesperson for road construction equipment,has been hired as the sales representative for Caterpillar Tractor Corporation in the state of Ohio.Tom is aware that his company makes products of high quality but is fairly new in the market.Which of the following objectives for Tom's first sales call on Faulkner Paving,a key prospect,meets the criteria of being realistic?

Accepted Answer

A)  To get an appointment for a second call 
B)  To persuade Faulkner to switch to Caterpillar's equipment next season 
C)  To convince Faulkner to buy one of Caterpillar's large bulldozers for a trial run 
D)  To get Faulkner to watch a two-hour videotape that shows the superiority of the construction of Caterpillar's products 
E)  All of these 
A)  To get an appointment for a second call 
B)  To persuade Faulkner to switch to Caterpillar's equipment next season 
C)  To convince Faulkner to buy one of Caterpillar's large bulldozers for a trial run 
D)  To get Faulkner to watch a two-hour videotape that shows the superiority of the construction of Caterpillar's products 
E)  All of these

Question 12

Seeding is the process of finding the key decision maker within a buying center.

Accepted Answer

A) True 
 B)False

Question 13

In a buying center,a screen can take on the role of a(n)_____.

Accepted Answer

A)  seller 
B)  decider 
C)  user 
D)  influencer 
E)  gatekeeper 
A)  seller 
B)  decider 
C)  user 
D)  influencer 
E)  gatekeeper

Question 14

Kumar is a salesperson for a cosmetic brand.Before meeting his prospect,he sends the prospect a few fashion and lifestyle magazines to improve the prospect's knowledge about cosmetic products.In this case,Kumar is most likely engaging in _____.

Accepted Answer

A)  nibbling 
B)  lowballing 
C)  seeding 
D)  cloverleaf routing 
E)  cold calling 
A)  nibbling 
B)  lowballing 
C)  seeding 
D)  cloverleaf routing 
E)  cold calling

Question 15

Differentiate between a person who is the focus of receptivity,the focus of dissatisfaction,and the focus of power.

Accepted Answer

A focus of receptivity is a person who i

Question 16

Martin is planning his first sales call on F&S Industries.He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling.What's wrong with this idea?

Accepted Answer

To gather all the relevant information i

Question 17

If an industrial salesperson makes her first call on an employee at a client's company who is most likely willing to listen and provide valuable information,she is most likely calling on the _____.

Accepted Answer

A)  focus of dissatisfaction 
B)  focus of receptivity 
C)  focus of expertise 
D)  focus of power 
E)  focus of satisfaction 
A)  focus of dissatisfaction 
B)  focus of receptivity 
C)  focus of expertise 
D)  focus of power 
E)  focus of satisfaction

Question 18

In the context of finding the right person to make a sales call,Neil Rackham suggests that the focus of dissatisfaction leads to the:

Accepted Answer

A)  focus of receptivity. 
B)  focus of power. 
C)  focus of reciprocity. 
D)  focus of expertise. 
E)  focus of satisfaction. 
A)  focus of receptivity. 
B)  focus of power. 
C)  focus of reciprocity. 
D)  focus of expertise. 
E)  focus of satisfaction.

Question 19

The statement "sell a minimum of 10 boxes of a product to the customer" is a specific sales objective.

Accepted Answer

A) True 
 B)False

Question 20

To be effective,a call objective must be generic and non-measurable.

Accepted Answer

A) True 
 B)False

After gathering precall information and setting objectives,a salesperson's next step in planning the sales call is generally to make an appointment.

A salesperson who routinely accomplishes his or her _____ objectives most likely sets his or her objectives too low.

As the CEO's personal assistant,Robert's job involves taking calls from sales representatives from different companies.He sorts them and selects the salespeople who get to speak directly to his boss.In this situation,Robert is acting as the _____.

Which of the following statements about sales call objectives is true?

Ben,a salesman,would like to sell his prospect three dozen handheld mixers.However,he would be willing to settle for selling just six of them-that would be his minimum sales call objective.

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

In the context of finding the right person to make a sales call,which of the following was suggested by Neil Rackham?

Seeding is the process of finding the key decision maker within a buying center.

In a buying center,a screen can take on the role of a(n)_____.

Kumar is a salesperson for a cosmetic brand.Before meeting his prospect,he sends the prospect a few fashion and lifestyle magazines to improve the prospect's knowledge about cosmetic products.In this case,Kumar is most likely engaging in _____.

Differentiate between a person who is the focus of receptivity,the focus of dissatisfaction,and the focus of power.

Martin is planning his first sales call on F&S Industries.He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling.What's wrong with this idea?

If an industrial salesperson makes her first call on an employee at a client's company who is most likely willing to listen and provide valuable information,she is most likely calling on the _____.

In the context of finding the right person to make a sales call,Neil Rackham suggests that the focus of dissatisfaction leads to the:

The statement "sell a minimum of 10 boxes of a product to the customer" is a specific sales objective.

To be effective,a call objective must be generic and non-measurable.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters

Exam 7: Planning the Sales Call

After gathering precall information and setting objectives,a salesperson's next step in planning the sales call is generally to make an appointment.

A salesperson who routinely accomplishes his or her _____ objectives most likely sets his or her objectives too low.

As the CEO's personal assistant,Robert's job involves taking calls from sales representatives from different companies.He sorts them and selects the salespeople who get to speak directly to his boss.In this situation,Robert is acting as the _____.

Which of the following statements about sales call objectives is true?

Ben,a salesman,would like to sell his prospect three dozen handheld mixers.However,he would be willing to settle for selling just six of them-that would be his minimum sales call objective.

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

In the context of finding the right person to make a sales call,which of the following was suggested by Neil Rackham?

Seeding is the process of finding the key decision maker within a buying center.

In a buying center,a screen can take on the role of a(n)_____.

Kumar is a salesperson for a cosmetic brand.Before meeting his prospect,he sends the prospect a few fashion and lifestyle magazines to improve the prospect's knowledge about cosmetic products.In this case,Kumar is most likely engaging in _____.

Differentiate between a person who is the focus of receptivity,the focus of dissatisfaction,and the focus of power.

Martin is planning his first sales call on F&S Industries.He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling.What's wrong with this idea?

If an industrial salesperson makes her first call on an employee at a client's company who is most likely willing to listen and provide valuable information,she is most likely calling on the _____.

In the context of finding the right person to make a sales call,Neil Rackham suggests that the focus of dissatisfaction leads to the:

The statement "sell a minimum of 10 boxes of a product to the customer" is a specific sales objective.

To be effective,a call objective must be generic and non-measurable.

Selling and Salespeople

Ethical and Legal Issues in Selling

Buying Behavior and the Buying Process

Using Communication Principles to Build Relationships

Adaptive Selling for Relationship Building

Prospecting

Making the Sales Call

Strengthening the Presentation

Responding to Objections

Obtaining Commitment

Formal Negotiating

Building Partnering Relationships

Building Long-Term Partnerships

Managing Your Time and Territory

Managing Within Your Company

Managing Your Career

Filters