Exam 7: Planning the Sales Call Is a Must

Closing the sale is always the most difficult part of the sales presentation.

Lev Knossos sells high tech equipment and software to companies in Greece. When he first started selling to Greek businesses, he was told that the Greek market lagged behind others in the use of technology. After conducting research, Knossos visited the Commercial Bank of Greece and explained how his products could create Web pages for the bank and facilitate banking transactions. By applying his product knowledge to solve a technology issue that he identified, Knossos took the role of:

Which of the following is LEAST likely to be a performance goal of consultative selling in the customer relationship model?

A ________ is a method of achieving an end.

During the ________, the salesperson plans the sales call on a prospect.

High-performing salespeople tend to be strategic problem solvers for their customers.

Steve sells paint to shops that repair wrecked vehicles. When Steve called on Elwood Body Shop, he wanted to sell the body shop owner six cases of his company's base coating paint. In terms of the acronym SMART, Steve's objective:

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

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

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

Mervin Jacob sells professional barbeque grill equipment to high-end restaurants. His products come in different sizes and specifications. When he called on Grill Kingdom, a popular barbeque restaurant, he was determined to sell at least one of his top-end grill pro machines. Jacob decided his ________ even before his sales call.

Jack, an office supply salesperson, recently called on a customer who was trying to select photos to include in a catalog. The customer wanted to look at the 10 photos side-by-side for comparison, but his easel was too small and the cinderblock walls in the office would not hold tacks or tape. The customer explained that the situation was a regular issue for him. Jack obtained a roll of cork and a can of cork glue to convert an office wall into a giant bulletin board. In this instance, Jack acted as a(n):

The text advises that when setting sales call objectives, the salesperson should think SMART. What do the letters in this acronym advise the salesperson to do?

A prospect goes through five mental steps, which all lead to the purchase decision. The approach stage of the selling process should:

In which of the prospect's mental steps would interruptions be most difficult for a salesperson to overcome?

Arminda, who sells wicker furniture, invites the owner of Stanley Furniture to watch a demonstration outside. Arminda pours a five-gallon bucket of water on a wicker chair, talks to the storeowner for about 10 minutes, and then sits in the chair to show its water-resistance. Assuming she had the customer's attention and interest as soon as she poured the water on the chair, Arminda was trying to move the prospect into which stage next?

The goal of the salesperson who is calling on a gift store retailer is "to sell at least $100 worth of merchandise to the customer before the end of the fiscal year." What technique would you use to determine if this is a good sales call objective?

When attempting to close a sale, a salesperson most likely believes that a prospect is in the ________ phase of the purchasing decision.

Good business relationships are built on your knowledge of your company, industry, and customers' needs.

In order to become a creative problem solver, the salesperson may NOT have to invest a significant amount of effort into delving into the buyer's needs.