Question 1

What is the preapproach?

Accepted Answer

The planning of the sales call on a customer or prospect.

Question 2

Which of the following is the LEAST likely reason for a sales call to be planned?

Accepted Answer

A)  Building confidence 
B)  Developing goodwill 
C)  Exhibiting professionalism 
D)  Increasing the potential of a sale 
E)  Eliminating customer objections 
A)  Building confidence 
B)  Developing goodwill 
C)  Exhibiting professionalism 
D)  Increasing the potential of a sale 
E)  Eliminating customer objections E

Question 3

Only through ________ can trust be supported to bridge the gap between sellers and buyers.

Accepted Answer

A)  purpose 
B)  faith 
C)  planning 
D)  truth 
E)  success 
A)  purpose 
B)  faith 
C)  planning 
D)  truth 
E)  success D

Question 4

The top salespeople who are effective strategic problem solvers have the skills and knowledge to develop mutually beneficial agreements.

Accepted Answer

A) True 
 B)False

Question 5

What are the four components of sales call planning?

Accepted Answer

The salesperson should (1) determine the

Question 6

When Mack Latham selects and then suggests the type of networking software his prospect should buy, he is working on step three of his customer benefit plan.

Accepted Answer

A) True 
 B)False

Question 7

Nervousness is a normal component of giving sales presentations, and there is nothing that can be done to reduce it.

Accepted Answer

A) True 
 B)False

Question 8

Which term refers to programs, goals, and problems of great importance to customers?

Accepted Answer

A)  Creative 
B)  Analytical 
C)  Strategic 
D)  Evaluative 
E)  Marginal 
A)  Creative 
B)  Analytical 
C)  Strategic 
D)  Evaluative 
E)  Marginal

Question 9

In order to be a success, it is imperative that a salesperson be able to tailor a customized solution for each customer.

Accepted Answer

A) True 
 B)False

Question 10

List some of the typical strategic goals for a customer.

Accepted Answer

Strategic goals for a customer

Question 11

John sells safety equipment to law enforcement agencies. Before calling on the Humphrey Sheriff's Department, John decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office. In terms of the acronym SMART, John's objective:

Accepted Answer

A)  is relevant. 
B)  is very specific. 
C)  puts customer service first. 
D)  maximizes the customer's order. 
E)  is related to the present and future needs of the customer. 
A)  is relevant. 
B)  is very specific. 
C)  puts customer service first. 
D)  maximizes the customer's order. 
E)  is related to the present and future needs of the customer.

Question 12

Empathy and kindness are the primary bridges between buyer and seller.

Accepted Answer

A) True 
 B)False

Question 13

Discuss the following statement: "Today's salespeople need to be creative problem solvers."

Accepted Answer

Today's salespeople need to be creative

Question 14

Which of the following should be addressed in the closing phase of a sales presentation?

Accepted Answer

A)  Explaining usage 
B)  Outlining features 
C)  Building rapport 
D)  Asking for business 
E)  Explaining how to resell 
A)  Explaining usage 
B)  Outlining features 
C)  Building rapport 
D)  Asking for business 
E)  Explaining how to resell

Question 15

A salesperson cannot make a sales call without a sales call objective.

Accepted Answer

A) True 
 B)False

Question 16

A marketing plan for a retailer should most likely include how to:

Accepted Answer

A)  identify benefits. 
B)  utilize the SELL sequence. 
C)  promote a specific product. 
D)  evaluate return on investment. 
E)  present a customer needs analysis. 
A)  identify benefits. 
B)  utilize the SELL sequence. 
C)  promote a specific product. 
D)  evaluate return on investment. 
E)  present a customer needs analysis.

Question 17

A(n) ________ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

Accepted Answer

A)  tactical partner 
B)  creative problem solver 
C)  low-involvement decision maker 
D)  transactional partner 
E)  exchange creator 
A)  tactical partner 
B)  creative problem solver 
C)  low-involvement decision maker 
D)  transactional partner 
E)  exchange creator

Question 18

According to surveys, there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

Accepted Answer

A) True 
 B)False

Question 19

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following is an example of a topic discussed in the business proposition segment of a sales presentation for an end-user?

Accepted Answer

A)  ROI 
B)  Discounts 
C)  Warranties 
D)  Regional advertising 
E)  Coupons 
A)  ROI 
B)  Discounts 
C)  Warranties 
D)  Regional advertising 
E)  Coupons

What is the preapproach?

Which of the following is the LEAST likely reason for a sales call to be planned?

Only through ________ can trust be supported to bridge the gap between sellers and buyers.

The top salespeople who are effective strategic problem solvers have the skills and knowledge to develop mutually beneficial agreements.

What are the four components of sales call planning?

When Mack Latham selects and then suggests the type of networking software his prospect should buy, he is working on step three of his customer benefit plan.

Nervousness is a normal component of giving sales presentations, and there is nothing that can be done to reduce it.

Which term refers to programs, goals, and problems of great importance to customers?

In order to be a success, it is imperative that a salesperson be able to tailor a customized solution for each customer.

List some of the typical strategic goals for a customer.

John sells safety equipment to law enforcement agencies. Before calling on the Humphrey Sheriff's Department, John decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office. In terms of the acronym SMART, John's objective:

Empathy and kindness are the primary bridges between buyer and seller.

Discuss the following statement: "Today's salespeople need to be creative problem solvers."

Which of the following should be addressed in the closing phase of a sales presentation?

A salesperson cannot make a sales call without a sales call objective.

A marketing plan for a retailer should most likely include how to:

A(n) ________ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

According to surveys, there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

Which of the following is an example of a topic discussed in the business proposition segment of a sales presentation for an end-user?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters

Exam 7: Planning the Sales Call Is a Must

What is the preapproach?

Which of the following is the LEAST likely reason for a sales call to be planned?

Only through ________ can trust be supported to bridge the gap between sellers and buyers.

The top salespeople who are effective strategic problem solvers have the skills and knowledge to develop mutually beneficial agreements.

What are the four components of sales call planning?

When Mack Latham selects and then suggests the type of networking software his prospect should buy, he is working on step three of his customer benefit plan.

Nervousness is a normal component of giving sales presentations, and there is nothing that can be done to reduce it.

Which term refers to programs, goals, and problems of great importance to customers?

In order to be a success, it is imperative that a salesperson be able to tailor a customized solution for each customer.

List some of the typical strategic goals for a customer.

John sells safety equipment to law enforcement agencies. Before calling on the Humphrey Sheriff's Department, John decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office. In terms of the acronym SMART, John's objective:

Empathy and kindness are the primary bridges between buyer and seller.

Discuss the following statement: "Today's salespeople need to be creative problem solvers."

Which of the following should be addressed in the closing phase of a sales presentation?

A salesperson cannot make a sales call without a sales call objective.

A marketing plan for a retailer should most likely include how to:

A(n) ________ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

According to surveys, there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

Which of the following is an example of a topic discussed in the business proposition segment of a sales presentation for an end-user?

The Life, Times, and Career of the Professional Salesperson

Ethics First -Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospectingthe Lifeblood of Selling

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Filters