Question 1

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

Accepted Answer

A)  enhance relationship building. 
B)  be based on marketing research. 
C)  relate to future customer needs. 
D)  create references. 
E)  be realistic. 
A)  enhance relationship building. 
B)  be based on marketing research. 
C)  relate to future customer needs. 
D)  create references. 
E)  be realistic.

Question 2

What is the customer relationship model? What are the implications of the model on salespeople?

Accepted Answer

The customer relationship model brings t

Question 3

The first mental step of a prospect's buying decision is:

Accepted Answer

A)  conviction. 
B)  attention. 
C)  purchase. 
D)  desire. 
E)  interest. 
A)  conviction. 
B)  attention. 
C)  purchase. 
D)  desire. 
E)  interest.

Question 4

How would the FAB formula be used in a customer benefit plan?

Accepted Answer

To show the product'

Question 5

Tatum is a sales representative for a gourmet cookware manufacturer. Tatum's marketing plan for a store that would be a logical retail outlet for her products should include:

Accepted Answer

A)  how ultimate consumers should correctly dispose of old kitchen tools. 
B)  how the retailer can adopt the role of end-user. 
C)  how the reseller will promote the cookware once purchased. 
D)  the business proposition which the retailer will adhere to. 
E)  a purchase order based on a seller benefit plan. 
A)  how ultimate consumers should correctly dispose of old kitchen tools. 
B)  how the retailer can adopt the role of end-user. 
C)  how the reseller will promote the cookware once purchased. 
D)  the business proposition which the retailer will adhere to. 
E)  a purchase order based on a seller benefit plan.

Question 6

By carefully planning and practicing your sales presentation, you increase confidence in yourself and your ability as a salesperson.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is one of the four components of the sales call planning process?

Accepted Answer

A)  A marketing audit 
B)  A vendor analysis 
C)  A customer profile 
D)  Perceptual mapping 
E)  Market testing 
A)  A marketing audit 
B)  A vendor analysis 
C)  A customer profile 
D)  Perceptual mapping 
E)  Market testing

Question 8

All of the following hold true of the customer relationship model EXCEPT:

Accepted Answer

A)  it requires consultative selling. 
B)  the sales process unites the buyer's strategic needs with the salesperson's creative solutions. 
C)  the relationship is expected to be short-term. 
D)  the relationship must be mutually beneficial for the buyer and the seller. 
E)  the customer reaches his/her goal along with the seller. 
A)  it requires consultative selling. 
B)  the sales process unites the buyer's strategic needs with the salesperson's creative solutions. 
C)  the relationship is expected to be short-term. 
D)  the relationship must be mutually beneficial for the buyer and the seller. 
E)  the customer reaches his/her goal along with the seller.

Question 9

A salesperson and a customer enter into a strategic customer relationship in order to:

Accepted Answer

A)  pursue mutual goals. 
B)  maintain an adversarial relationship. 
C)  create transactional exchanges. 
D)  eliminate routine buying decisions. 
E)  broaden the channel of distribution. 
A)  pursue mutual goals. 
B)  maintain an adversarial relationship. 
C)  create transactional exchanges. 
D)  eliminate routine buying decisions. 
E)  broaden the channel of distribution.

Question 10

What is the salesperson's goal when a prospect is in the conviction stage of the buying decision?

Accepted Answer

Develop a strong bel

Question 11

The sales call objective should be directly beneficial to the customer.

Accepted Answer

A) True 
 B)False

Question 12

A SMART sales call objective is specific, measurable, actionable, reliable, and timely.

Accepted Answer

A) True 
 B)False

Question 13

Which of the following is an example of a topic often discussed in the marketing plan segment of a sales presentation for an end-user?

Accepted Answer

A)  Geographic advertising 
B)  Samples 
C)  Availability 
D)  Trade shows 
E)  List price 
A)  Geographic advertising 
B)  Samples 
C)  Availability 
D)  Trade shows 
E)  List price

Question 14

What is a plan?

Accepted Answer

A plan is

Question 15

Value analysis is an example of a business proposition for an industrial product.

Accepted Answer

A) True 
 B)False

Question 16

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

Accepted Answer

A)  Demonstrations 
B)  Guarantees 
C)  Maintenance/service 
D)  Value analysis 
E)  Discounts 
A)  Demonstrations 
B)  Guarantees 
C)  Maintenance/service 
D)  Value analysis 
E)  Discounts

Question 17

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

Accepted Answer

A)  manage time wisely. 
B)  maximize the customer's order size. 
C)  minimize the cost to the customer. 
D)  be measurable. 
E)  move the prospect to buy. 
A)  manage time wisely. 
B)  maximize the customer's order size. 
C)  minimize the cost to the customer. 
D)  be measurable. 
E)  move the prospect to buy.

Question 18

What is the second step in developing a customer benefit plan?

Accepted Answer

A)  Identifying benefits. 
B)  Creating a marketing plan. 
C)  Establishing a sales call objective. 
D)  Developing a business proposition. 
E)  Customizing a purchase order plan. 
A)  Identifying benefits. 
B)  Creating a marketing plan. 
C)  Establishing a sales call objective. 
D)  Developing a business proposition. 
E)  Customizing a purchase order plan.

Question 19

Arminda sells wicker furniture. She invites the owner of Stanley Furniture to come outside with her to watch a demonstration. She pours a five-gallon bucket of water on a chair, chats with the storeowner for about 10 minutes, and then sits in the chair to show how water-resistant it is. When the customer tells her, "I've got to carry those chairs in my store. My customers will love them," he is in which stage of the purchasing decision?

Accepted Answer

A)  Awareness 
B)  Conviction 
C)  Incubation 
D)  Demand 
E)  Interest 
A)  Awareness 
B)  Conviction 
C)  Incubation 
D)  Demand 
E)  Interest

Question 20

A(n) ________ is a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals.

Accepted Answer

A)  transactional relationship 
B)  exchange-oriented dependency 
C)  symbiotic relationship 
D)  strategic customer relationship 
E)  joint decision-making alliance 
A)  transactional relationship 
B)  exchange-oriented dependency 
C)  symbiotic relationship 
D)  strategic customer relationship 
E)  joint decision-making alliance

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

What is the customer relationship model? What are the implications of the model on salespeople?

The first mental step of a prospect's buying decision is:

How would the FAB formula be used in a customer benefit plan?

Tatum is a sales representative for a gourmet cookware manufacturer. Tatum's marketing plan for a store that would be a logical retail outlet for her products should include:

By carefully planning and practicing your sales presentation, you increase confidence in yourself and your ability as a salesperson.

Which of the following is one of the four components of the sales call planning process?

All of the following hold true of the customer relationship model EXCEPT:

A salesperson and a customer enter into a strategic customer relationship in order to:

What is the salesperson's goal when a prospect is in the conviction stage of the buying decision?

The sales call objective should be directly beneficial to the customer.

A SMART sales call objective is specific, measurable, actionable, reliable, and timely.

Which of the following is an example of a topic often discussed in the marketing plan segment of a sales presentation for an end-user?

What is a plan?

Value analysis is an example of a business proposition for an industrial product.

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

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

What is the second step in developing a customer benefit plan?

A(n) ________ is a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals.

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

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

What is the customer relationship model? What are the implications of the model on salespeople?

The first mental step of a prospect's buying decision is:

How would the FAB formula be used in a customer benefit plan?

Tatum is a sales representative for a gourmet cookware manufacturer. Tatum's marketing plan for a store that would be a logical retail outlet for her products should include:

By carefully planning and practicing your sales presentation, you increase confidence in yourself and your ability as a salesperson.

Which of the following is one of the four components of the sales call planning process?

All of the following hold true of the customer relationship model EXCEPT:

A salesperson and a customer enter into a strategic customer relationship in order to:

What is the salesperson's goal when a prospect is in the conviction stage of the buying decision?

The sales call objective should be directly beneficial to the customer.

A SMART sales call objective is specific, measurable, actionable, reliable, and timely.

Which of the following is an example of a topic often discussed in the marketing plan segment of a sales presentation for an end-user?

What is a plan?

Value analysis is an example of a business proposition for an industrial product.

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

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

What is the second step in developing a customer benefit plan?

A(n) ________ is a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals.

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