Exam 8: Planning the Sales Call Is a Must

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

Clearwater Hampers Clearwater Hampers is a small British company that sells luxury food and drink gifts in various combinations in picnic hampers. 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." -The fact that Clearwater Hampers has repeat corporate customers indicates that it most likely creates _____ with its customers.

With reference to the prospect's five mental steps in buying,the first step is the desire to buy the product.

A(n)_____ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

According to the text,empathy and kindness are the primary bridges between buyer and seller.

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.

Aaron is nervous about going on his first sales call.Which of the following would be the best advice to give Aaron?

Sasha sells how-to books and is going on a sales call to a local bookstore.Sasha knows the purchasing policies of the store,the person responsible for buying decisions,and the financial terms required by the store. Such information can be found in Sasha's:

Monty sells safety equipment to law enforcement agencies.Before calling on the Humphrey Sheriff's Department,he decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office.In terms of the acronym SMART,Monty's objective:

Barry sells mailing lists for a direct marketing company.He is interested in selling a mailing list to the publisher of a magazine devoted to new electronic products.Barry has learned he will not be able to close the sale until he has met the publisher's circulation vice president.This sort of information would be found in the _____ Barry created.

A marketing plan for a retailer should most likely include how to:

Which of the following is the most likely reason that salespeople plan their sales calls?

_____ is often referred to as the preapproach.

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

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

Nordstrom,the fashion retailer,is installing software in its 137 stores that will help the company gather customer preferences and product information.The software will assist the store's salespeople to understand each customer as a person with unique wants and needs.Nordstrom is helping its salespeople create _____ with the store's customers.

The FAB formula helps a salesperson increase a prospect's desire for a product.

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

What skills and knowledge do salespeople need to be effective strategic problem solvers?

When a salesperson has determined that a prospect is in the desire stage of the mental buying process,then the salesperson should attempt to close.