Question 1

A(n) ________ is the main purpose of a salesperson's contact with a prospect.

Accepted Answer

A)  sales call objective 
B)  sales mission 
C)  sales profile 
D)  marketing goal 
E)  preapproach profile 
A)  sales call objective 
B)  sales mission 
C)  sales profile 
D)  marketing goal 
E)  preapproach profile

Question 2

Carlos sells mailing lists for a direct marketing company. He is interested in selling a mailing list to the publisher of a magazine devoted to new electronic products. Carlos learns that he cannot close the sale until meeting the publisher's circulation vice president. This sort of information would be found in the ________ that Carlos created.

Accepted Answer

A)  sales call objective 
B)  company's marketing plan 
C)  competitive portfolio 
D)  customer profile sheet 
E)  business proposition 
A)  sales call objective 
B)  company's marketing plan 
C)  competitive portfolio 
D)  customer profile sheet 
E)  business proposition

Question 3

What is the purpose of making a sales call?

Accepted Answer

To make a contributi

Question 4

What are the mental steps that lead to a purchase decision from a prospect? As a salesperson, which one do you think would be the most difficult and which one would be the easiest? Why?

Accepted Answer

The five steps are attention, interest,

Question 5

Selling is a very complex process, but it is easy to do on a consistent basis.

Accepted Answer

A) True 
 B)False

Question 6

Setting a goal and accomplishing it is called:

Accepted Answer

A)  plan. 
B)  goal. 
C)  target. 
D)  success. 
E)  quota. 
A)  plan. 
B)  goal. 
C)  target. 
D)  success. 
E)  quota.

Question 7

According to The Core Principles of Professional Selling, your primary purpose for any sales call should be to:

Accepted Answer

A)  determine who has the authority and the ability to be a buyer. 
B)  create a long-term relationship with all prospects. 
C)  meet and provide help to a prospect. 
D)  sell a product to every prospect. 
E)  qualify leads efficiently. 
A)  determine who has the authority and the ability to be a buyer. 
B)  create a long-term relationship with all prospects. 
C)  meet and provide help to a prospect. 
D)  sell a product to every prospect. 
E)  qualify leads efficiently.

Question 8

How do experienced salespeople guide the customer in the direction of a preplanned outcome?

Accepted Answer

Experienced salespeople guide the custom

Question 9

At what stage of a prospect's buying decision is it best for a salesperson to use the FAB formula?

Accepted Answer

The answer of At what stage of a prospect's buying...

Question 10

Carl, an office supply salesperson, determined during the preapproach process that a prospect could save 25 percent yearly by purchasing a bulk order of 30 units of Carl's general supplies kit. Carl has defined this advantage while developing a(n):

Accepted Answer

A)  value analysis. 
B)  customer benefit plan. 
C)  individualized sales call objective. 
D)  customer profile. 
E)  customized marketing objective. 
A)  value analysis. 
B)  customer benefit plan. 
C)  individualized sales call objective. 
D)  customer profile. 
E)  customized marketing objective.

Question 11

The salesperson's ________ contains the central information provided in the sales presentation.

Accepted Answer

A)  customer benefit plan 
B)  sales call objective 
C)  customer profile 
D)  marketing plan 
E)  business proposition 
A)  customer benefit plan 
B)  sales call objective 
C)  customer profile 
D)  marketing plan 
E)  business proposition

Question 12

Trust serves as the glue that enables relationships.

Accepted Answer

A) True 
 B)False

Question 13

The FAB formula helps a salesperson increase a prospect's desire for a product.

Accepted Answer

A) True 
 B)False

Question 14

The customer benefit plan contains the nucleus of the information used in the salesperson's sales presentation.

Accepted Answer

A) True 
 B)False

Question 15

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

Accepted Answer

A) True 
 B)False

Question 16

A customer profile should answer the question, "What are the purchasing policies and practices of the account?"

Accepted Answer

A) True 
 B)False

Question 17

What is often referred to as the glue that enables relationships?

Accepted Answer

A)  Trust 
B)  Empathy 
C)  Kindness 
D)  Caring 
E)  Love 
A)  Trust 
B)  Empathy 
C)  Kindness 
D)  Caring 
E)  Love

Question 18

What is a strategic customer relationship?

Accepted Answer

A formal relationshi

Question 19

List the four steps involved in creating a customer benefit plan.

Accepted Answer

The four steps involved in creating a cu

Question 20

Loreen sells how-to books and is going on a sales call to a local bookstore. Loreen knows the purchasing policies of the store such as who makes buying decisions. Such information can be found in Loreen's:

Accepted Answer

A)  sales call objective. 
B)  marketing plan. 
C)  competitive portfolio. 
D)  customer profile. 
E)  business proposition. 
A)  sales call objective. 
B)  marketing plan. 
C)  competitive portfolio. 
D)  customer profile. 
E)  business proposition.

A(n) ________ is the main purpose of a salesperson's contact with a prospect.

What is the purpose of making a sales call?

What are the mental steps that lead to a purchase decision from a prospect? As a salesperson, which one do you think would be the most difficult and which one would be the easiest? Why?

Selling is a very complex process, but it is easy to do on a consistent basis.

Setting a goal and accomplishing it is called:

According to The Core Principles of Professional Selling, your primary purpose for any sales call should be to:

How do experienced salespeople guide the customer in the direction of a preplanned outcome?

At what stage of a prospect's buying decision is it best for a salesperson to use the FAB formula?

Carl, an office supply salesperson, determined during the preapproach process that a prospect could save 25 percent yearly by purchasing a bulk order of 30 units of Carl's general supplies kit. Carl has defined this advantage while developing a(n):

The salesperson's ________ contains the central information provided in the sales presentation.

Trust serves as the glue that enables relationships.

The FAB formula helps a salesperson increase a prospect's desire for a product.

The customer benefit plan contains the nucleus of the information used in the salesperson's sales presentation.

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

A customer profile should answer the question, "What are the purchasing policies and practices of the account?"

What is often referred to as the glue that enables relationships?

What is a strategic customer relationship?

List the four steps involved in creating a customer benefit plan.

Loreen sells how-to books and is going on a sales call to a local bookstore. Loreen knows the purchasing policies of the store such as who makes buying decisions. Such information can be found in Loreen's:

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

A(n) ________ is the main purpose of a salesperson's contact with a prospect.

What is the purpose of making a sales call?

What are the mental steps that lead to a purchase decision from a prospect? As a salesperson, which one do you think would be the most difficult and which one would be the easiest? Why?

Selling is a very complex process, but it is easy to do on a consistent basis.

Setting a goal and accomplishing it is called:

According to The Core Principles of Professional Selling, your primary purpose for any sales call should be to:

How do experienced salespeople guide the customer in the direction of a preplanned outcome?

At what stage of a prospect's buying decision is it best for a salesperson to use the FAB formula?

Carl, an office supply salesperson, determined during the preapproach process that a prospect could save 25 percent yearly by purchasing a bulk order of 30 units of Carl's general supplies kit. Carl has defined this advantage while developing a(n):

The salesperson's ________ contains the central information provided in the sales presentation.

Trust serves as the glue that enables relationships.

The FAB formula helps a salesperson increase a prospect's desire for a product.

The customer benefit plan contains the nucleus of the information used in the salesperson's sales presentation.

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

A customer profile should answer the question, "What are the purchasing policies and practices of the account?"

What is often referred to as the glue that enables relationships?

What is a strategic customer relationship?

List the four steps involved in creating a customer benefit plan.

Loreen sells how-to books and is going on a sales call to a local bookstore. Loreen knows the purchasing policies of the store such as who makes buying decisions. Such information can be found in Loreen's:

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