Exam 7: Planning the Sales Call Is a Must

Which of the following statements is most likely true?

Mutual goals of customers and sales organizations include increasing sales and profits.

What skills and knowledge do salespeople need to be effective strategic problem solvers?

Connor is a salesperson working for a startup that operates on limited resources. Discuss how he can efficiently find information about prospects and customers on his own using a range of online sources.

Which of the following is the most likely reason that salespeople plan their sales calls?

Garth sells spray booths for repainting vehicles to shops that repair wrecked vehicles. The spray booths are used for painting cars and trucks and come in a variety of sizes. The spray booths are used to contain the paint and to protect the car surface while the paint is drying. When he called on Elwood Body Shop, his ________ was to sell the body shop owner one of his company's taller spray booths designed for trucks.

List the prospect's five mental steps in buying.

The creative problem solving process includes (1) finding the problem, (2) solving the problem, and (3) _______?

Today's salespeople need to be creative problem solvers who have the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

Walter sells sporting goods. During sales call planning for an upcoming appointment with a prospect, Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter. He has determined this advantage while developing a(n):

Rob Stewart sells office equipment and calls on the office manager of a large firm. Rob wants to sell the prospect 30 units of general office supplies. In terms of the acronym SMART, Stewart's objective:

Which of the following statements about the purpose for any sale is most likely false?

A ________ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?"

In a SMART sales call objective, the "A" refers to the fact that the objective should:

As a salesperson, you should know that the second of the five mental steps that a prospect goes through in deciding to buy from you is:

Planning is only necessary when a salesperson is making a formal presentation.

The last step in planning your sales call is to develop a marketing plan for the prospect.

What is needed in order to develop a customer benefit plan?

The salesperson prepares to ask the prospect to make a purchase after conviction has been established.

Nordstrom, the fashion retailer, is installing software in its 137 stores that will help the company gather customer preferences and product information. The software will assist the store's salespeople to understand each customer as a person with unique wants and needs. Nordstrom is helping its salespeople create ________ with the store's customers.