Exam 7: Planning the Sales Call Is a Must

List three examples of topics contained in the business proposition segment of a sales presentation for an industrial product.

List four reasons why a salesperson should carefully plan his or her sales call.

Which of the following would most likely occur in the approach phase of a sales presentation?

A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy a product. Select these steps in their correct order.

Which of the following statements about sales call objectives is true?

Strategies for selling a product to a reseller's customers would most likely be included in a:

Which of the following may not be categorized as one of the personal needs of a business-to-business buyer?

The first three steps involved in developing the customer benefit plan (in their correct order) are:

A suggested purchase order would most likely include all of the following information about a product EXCEPT:

Robert Hayden sells metal gazebos. He approaches a large retail chain of home improvement stores. He decides beforehand to sell 10 pieces to their regional procurement manager. In terms of the acronym "SMART", his primary objective is to:

Planning the sales call is the key to success.

Which of the following is critical to strategic problem solving?

According to The Core Principles of Professional Selling, a salesperson should have a ________ that focuses all sales efforts on serving others.

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 ________ would provide Peter Austin with information about who makes the buying decisions for a prospective corporate customer, the buyer's background, and what kind of credit and delivery terms the account requires.

Before developing your presentation, you need to determine the prospect to call on and make an appointment.

What is the primary purpose of developing a customer profile sheet?

According to the text, a salesperson's purpose, plan, and goal do not center on helping but on selling.

Annette sells store fixtures such as clothing racks, wall shelving, and storage units. In developing her ________ for a prospect, Annette uses the square footage of the prospect's retail store to predict profit as well as return on investment if her fixtures are purchased.

Which of the following may not be categorized as one of the personal needs of a business-to-business buyer?