Exam 7: Planning the Sales Call

Veronica's goal for her upcoming sales call is to sell 70 chairs to an IT company.She would be willing to sanction an order for 30 chairs if the owner of the company is ready to make a small investment.She is also hoping to convince the manager of the IT company for 200 chairs and to sell them at a 15 percent discount.For Veronica,the sale of 70 chairs is her _____.

A(n)_____ is defined as a written statement (usually one or two sentences)that clearly states how purchasing a product or service being offered can help solve the customer's perceived business issue.

Gareth,an insurance salesperson,has an appointment with Jeff.Jeff's subordinate is known to restrict salespeople from contacting or meeting Jeff during his work hours.Gareth tries to contact Jeff at lunchtime when his subordinate does not monitor these activities.In this case,the strategy used by Gareth is known as:

Which of the following best exemplifies a measurable sales call objective?

When setting sales call objectives,salespeople should discover what customers value and then find ways to improve customer value relative to their own products or services.

As a salesperson,a simple way to ensure that the sales call objectives determined are measurable is to:

What is a primary sales call objective?

Julia,a salesperson of cosmetic products,is meeting with a person who will tell her the ill effects and problems related to the products she supplies.According to Neil Rackham,the person whom Julia is meeting is known as the:

Veronica,a senior salesperson,has an appointment with a prospect.She tries to convince the prospect's subordinate with an eloquent narration about the implication of meeting with the prospect.She tells the subordinate that the meeting would greatly benefit the prospect.The strategy used by Veronica to meet her prospect is known as:

It is important to learn and maintain current knowledge about both the prospect as an individual and his or her firm.

Within a prospect's company,who is likely to be a rich source of information?

In the context of finding the right person to make a sales call,Neil Rackham suggests that a salesperson should initially try to call on the person who is the:

Jason and his son Ryan supply laptop accessories to customers in their neighborhood.They have been approached by a salesperson for a laptop manufacturing firm that wants to sell them laptop products and accessories at a huge discount.Unfortunately,the owner of the laptop manufacturing firm had once refused to work with Ryan because he was inexperienced.While Jason may want to buy the products,his son will act as a(n)_____ in this situation.

Sales strategists have identified three basic ways to interact with a screen or barrier to a prospect.List and briefly describe them.

An influential adversary is a competing salesperson from another company.

Kenneth is a new salesperson in a firm.He collects all relevant data about his prospects,including their needs,buying behavior,and ability to buy.He thinks too much about these data points and never calls his prospects because he is never sure whether he has enough information to initiate a sales call.Kenneth is most likely experiencing the phenomenon known as:

Brandi,a sales trainee,watched as her sales supervisor chatted with a prospect's secretary in a very friendly manner.Brandi felt that such behavior was inappropriate in a business situation and she did not understand why her supervisor was asking the secretary about what sports the prospect follows closely.Brandi is unable to understand her supervisor's actions.Which of the following statements would help her understand the functional value of such interactions in a sales situation?

Norah's goal for her upcoming sales call is to sell 10 cases of anchovies to Darby's Diner,though she would be willing to accept an order for just five cases,too.Additionally,she is planning to approach the owner to enter into an agreement to purchase anchovies only from her supplier.For Norah,setting up a straight rebuy situation with Darby's Diner is her _____ in this scenario.

It is possible to have more than one primary call objective for a single call.

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