Question 1

According to the Golden Rule of 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. C

Question 2

The main reason a prospect purchases your product is that its benefits fulfill certain needs or solve certain problems.

Accepted Answer

A) True 
 B)False  True

Question 3

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

Accepted Answer

A) True 
 B)False  True

Question 4

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

Accepted Answer

Planning the sales call is the key to su

Question 5

What is the gap between sellers and buyers? How can the gap be bridged?

Accepted Answer

Many people do not trust salespeople.The

Question 6

A salesperson can have a successful sales call without making a sale.

Accepted Answer

A) True 
 B)False

Question 7

Which term refers to the main purpose of a salesperson's contact with a prospect?

Accepted Answer

A)  Sales call objective 
B)  Sales mission 
C)  Organization profile 
D)  Marketing goal 
E)  Corporate mission 
A)  Sales call objective 
B)  Sales mission 
C)  Organization profile 
D)  Marketing goal 
E)  Corporate mission

Question 8

Successful people have a tendency to make,implement,and evaluate plans.

Accepted Answer

A) True 
 B)False

Question 9

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:

Accepted Answer

A)  tactical partner. 
B)  creative problem solver. 
C)  low-involvement decision maker. 
D)  transactional partner. 
E)  exchange creator. 
A)  tactical partner. 
B)  creative problem solver. 
C)  low-involvement decision maker. 
D)  transactional partner. 
E)  exchange creator.

Question 10

Which component of a customer benefit plan most likely includes price,percent markup,and ROI?

Accepted Answer

A)  Customized marketing plan 
B)  Business proposition 
C)  Sales call objective 
D)  Customer profile 
E)  Purchase order 
A)  Customized marketing plan 
B)  Business proposition 
C)  Sales call objective 
D)  Customer profile 
E)  Purchase order

Question 11

Adrian,who has just met his prospect,begins by telling an interesting story about the last customer who bought his product and benefited by it immediately.The prospect is initially interested but growing impatient.What should Adrian do?

Accepted Answer

A)  Discuss the ROI potential of the product 
B)  Ask the prospect about his current needs 
C)  Ask the prospect for additional referrals 
D)  Tell another story about a satisfied client 
E)  Ask the prospect to buy the product 
A)  Discuss the ROI potential of the product 
B)  Ask the prospect about his current needs 
C)  Ask the prospect for additional referrals 
D)  Tell another story about a satisfied client 
E)  Ask the prospect to buy the product

Question 12

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

Accepted Answer

A) True 
 B)False

Question 13

Avi sells paint to shops that repair wrecked vehicles.When Avi 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,Avi's objective:

Accepted Answer

A)  could not be measured. 
B)  was not readily achievable. 
C)  did not have a valid order size. 
D)  was missing the time component. 
E)  met all call objective requirements. 
A)  could not be measured. 
B)  was not readily achievable. 
C)  did not have a valid order size. 
D)  was missing the time component. 
E)  met all call objective requirements.

Question 14

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

Accepted Answer

A)  Describing features, advantages, and benefits 
B)  Asking for the prospect's business 
C)  Explaining product usage 
D)  Building rapport 
E)  Reselling 
A)  Describing features, advantages, and benefits 
B)  Asking for the prospect's business 
C)  Explaining product usage 
D)  Building rapport 
E)  Reselling

Question 15

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

Accepted Answer

A)  be timed. 
B)  have a technical-orientation. 
C)  be tested. 
D)  have a targeted rate of return. 
E)  describe trade areas. 
A)  be timed. 
B)  have a technical-orientation. 
C)  be tested. 
D)  have a targeted rate of return. 
E)  describe trade areas.

Question 16

Tatum is a sales representative 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 and facilitate 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 and facilitate 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 17

Closing the sale can be the easiest step in the sales presentation if the previous steps have been followed well.

Accepted Answer

A) True 
 B)False

Question 18

According to surveys,there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

Accepted Answer

A) True 
 B)False

Question 19

The better a salesperson is at creatively marshaling all available resources to address a customer's strategic needs,the stronger the customer relationship becomes.

Accepted Answer

A) True 
 B)False

Question 20

A sales call objective:

Accepted Answer

A)  reduces the flexibility of the presentation. 
B)  always needs elaborate planning. 
C)  reduces the focus of a sales persons efforts. 
D)  cannot be changed once fixed. 
E)  needs to be as specific as possible. 
A)  reduces the flexibility of the presentation. 
B)  always needs elaborate planning. 
C)  reduces the focus of a sales persons efforts. 
D)  cannot be changed once fixed. 
E)  needs to be as specific as possible.

According to the Golden Rule of Selling,your primary purpose for any sales call should be to:

The main reason a prospect purchases your product is that its benefits fulfill certain needs or solve certain problems.

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

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

What is the gap between sellers and buyers? How can the gap be bridged?

A salesperson can have a successful sales call without making a sale.

Which term refers to the main purpose of a salesperson's contact with a prospect?

Successful people have a tendency to make,implement,and evaluate plans.

Which component of a customer benefit plan most likely includes price,percent markup,and ROI?

Adrian,who has just met his prospect,begins by telling an interesting story about the last customer who bought his product and benefited by it immediately.The prospect is initially interested but growing impatient.What should Adrian do?

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

Avi sells paint to shops that repair wrecked vehicles.When Avi 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,Avi's objective:

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

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

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

Closing the sale can be the easiest step in the sales presentation if the previous steps have been followed well.

According to surveys,there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

The better a salesperson is at creatively marshaling all available resources to address a customer's strategic needs,the stronger the customer relationship becomes.

A sales call objective:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters

Exam 8: Planning the Sales Call Is a Must

According to the Golden Rule of Selling,your primary purpose for any sales call should be to:

The main reason a prospect purchases your product is that its benefits fulfill certain needs or solve certain problems.

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

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

What is the gap between sellers and buyers? How can the gap be bridged?

A salesperson can have a successful sales call without making a sale.

Which term refers to the main purpose of a salesperson's contact with a prospect?

Successful people have a tendency to make,implement,and evaluate plans.

Which component of a customer benefit plan most likely includes price,percent markup,and ROI?

Adrian,who has just met his prospect,begins by telling an interesting story about the last customer who bought his product and benefited by it immediately.The prospect is initially interested but growing impatient.What should Adrian do?

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

Avi sells paint to shops that repair wrecked vehicles.When Avi 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,Avi's objective:

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

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

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

Closing the sale can be the easiest step in the sales presentation if the previous steps have been followed well.

According to surveys,there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

The better a salesperson is at creatively marshaling all available resources to address a customer's strategic needs,the stronger the customer relationship becomes.

A sales call objective:

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

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

Prospecting the 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

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

Filters