Exam 7: Planning the Sales Call Is a Must

The first of a prospect's five mental steps in buying is ignorance.

Prospecting is often referred to as the preapproach.

Recommending what to buy in order to fill the needs of the customer is uncovered in which phase of your sales presentation?

The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

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

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." In planning a preapproach for a multinational corporation, Peter Austin should first:

A marketing plan created for an end-user most likely addresses:

In order to become a creative problem solver, the salesperson must invest a significant amount of effort into delving into the buyer's true needs, interpreting the needs and _______?

When a salesperson is faced with a unique set of customer problems to solve, the salesperson will most likely need to:

As a salesperson for a restaurant equipment supplier, you have decided to call on Frederick Hawkins, the owner of Fred's House of Pancakes. If Frederick decides to discuss your products then he is most likely in the ________ stage of the buying decision.

The lack of trust towards salespeople is caused by the self-centered nature of some salespeople.

Salespeople can focus their activities by writing down predetermined goals prior to sales calls.

Topics to discuss during the business proposition segment of a sales presentation include list price, shipping costs, and ROI.

A plan is defined as the act of setting a goal and accomplishing it.

Eugene sells clothing designed for skiing to the retail buyer for a large ski resort. When the prospect says, "I've seen enough, Eugene. There is no doubt in my mind that your company will provide our resort with the best quality ski clothes for the money," he has reached the mental step called:

Assuming you are a salesperson, in which of the following mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

Planning is most effective and efficient when done logically and methodically.

A salesperson engaged in sales call planning should:

What is often referred to as the preapproach?

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." A corporate customer wanted to give similar Clearwater hampers to its customers who come from a variety of different ethnic backgrounds, which include those who do not eat pork or drink alcoholic beverages. This would require Clearwater to act as a ________ so that each individual gift was culturally-appropriate.