Question 1

Mutual goals of customers and sales organizations include increasing sales and profits.

Accepted Answer

A) True 
 B)False

Question 2

Which term refers to a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals?

Accepted Answer

A)  Transactional relationship 
B)  Exchange-oriented dependency 
C)  Symbiotic relationship 
D)  Strategic customer relationship 
E)  Joint decision-making alliance 
A)  Transactional relationship 
B)  Exchange-oriented dependency 
C)  Symbiotic relationship 
D)  Strategic customer relationship 
E)  Joint decision-making alliance

Question 3

It is impractical to get information about a prospective buyer through personal contacts with the company.

Accepted Answer

A) True 
 B)False

Question 4

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."
-Corporations in the _____ stage of the buying process would most likely have a strong belief that no other company provides better gifts than Clearwater Hampers.

Accepted Answer

A)  interest 
B)  closing 
C)  conviction 
D)  benefit 
E)  attention 
A)  interest 
B)  closing 
C)  conviction 
D)  benefit 
E)  attention

Question 5

The ability of a salesperson to provide a "standard" solution for all customers is critical today.

Accepted Answer

A) True 
 B)False

Question 6

A salesperson engaged in sales call planning should:

Accepted Answer

A)  create flexible sales call objectives. 
B)  develop a customer benefit plan. 
C)  conduct vendor analyses. 
D)  join a sales lead club. 
E)  use e-prospecting. 
A)  create flexible sales call objectives. 
B)  develop a customer benefit plan. 
C)  conduct vendor analyses. 
D)  join a sales lead club. 
E)  use e-prospecting.

Question 7

Purpose is a list of plans,goals,or objectives that differ from one sales call to another.

Accepted Answer

A) True 
 B)False

Question 8

When Bruce Compton selects the features and advantages of a product that he will present to a prospect,Bruce is working on step three of a customer benefit plan.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

A)  Interest 
B)  Action 
C)  Conviction 
D)  Attention 
E)  Desire 
A)  Interest 
B)  Action 
C)  Conviction 
D)  Attention 
E)  Desire

Question 10

A _____ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?"

Accepted Answer

A)  sales call objective 
B)  company's marketing plan 
C)  competitive portfolio 
D)  customer profile 
E)  business proposition 
A)  sales call objective 
B)  company's marketing plan 
C)  competitive portfolio 
D)  customer profile 
E)  business proposition

Question 11

How do experienced salespeople guide the customer in the direction of a preplanned outcome? Provide examples of statements or questions that might accomplish this goal.

Accepted Answer

Experienced salespeople guide the custom

Question 12

Comment on the following statement: "Today's salespeople need to be creative problem-solvers."

Accepted Answer

Today's salespeople need to be creative

Question 13

An effective salesperson should always prepare the sales presentation before developing the customer profile and benefits.

Accepted Answer

A) True 
 B)False

Question 14

What are the four steps involved in creating a customer benefit plan?

Accepted Answer

The customer benefit plan contains the n

Question 15

All of the following hold true of the customer relationship model EXCEPT:

Accepted Answer

A)  it requires consultative selling. 
B)  a buyer's strategic needs are linked to a salesperson's creative solutions. 
C)  the relationship is expected to be short-term. 
D)  the relationship must be mutually beneficial for the buyer and the seller. 
E)  both customers and sellers accomplish their goals. 
A)  it requires consultative selling. 
B)  a buyer's strategic needs are linked to a salesperson's creative solutions. 
C)  the relationship is expected to be short-term. 
D)  the relationship must be mutually beneficial for the buyer and the seller. 
E)  both customers and sellers accomplish their goals.

Question 16

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

Accepted Answer

A)  Sales call objectives should primarily benefit the salesperson. 
B)  A sales call objective is only necessary when making formal presentations. 
C)  A customer profile must be developed before making a sales call objective. 
D)  The sales call objective is the main purpose of a salesperson's contact with a prospect. 
E)  A sales call objective is usually too complex to modify once a sales call has developed. 
A)  Sales call objectives should primarily benefit the salesperson. 
B)  A sales call objective is only necessary when making formal presentations. 
C)  A customer profile must be developed before making a sales call objective. 
D)  The sales call objective is the main purpose of a salesperson's contact with a prospect. 
E)  A sales call objective is usually too complex to modify once a sales call has developed.

Question 17

Nervousness is a normal component of giving sales presentations,and there is nothing that can be done to reduce it.

Accepted Answer

A) True 
 B)False

Question 18

The four components of sales call planning,in their correct order,are:

Accepted Answer

A)  customer profile, sales call objective, sales presentation, sales benefit. 
B)  sales call objective, customer profile, customer benefit plan, and sales presentation. 
C)  customer profile, sales call objective, customer benefit plan, and sales presentation. 
D)  sales call objective, customer benefit plan, customer profile, and sales presentation. 
E)  customer preapproach, customer profile, customer sales call objective, and sales presentation. 
A)  customer profile, sales call objective, sales presentation, sales benefit. 
B)  sales call objective, customer profile, customer benefit plan, and sales presentation. 
C)  customer profile, sales call objective, customer benefit plan, and sales presentation. 
D)  sales call objective, customer benefit plan, customer profile, and sales presentation. 
E)  customer preapproach, customer profile, customer sales call objective, and sales presentation.

Question 19

What is most likely needed in order to develop a customer benefit plan?

Accepted Answer

A)  Rehearsed preapproach 
B)  Industry practicees 
C)  Customer profile 
D)  Client referrals 
E)  Marketing strategy 
A)  Rehearsed preapproach 
B)  Industry practicees 
C)  Customer profile 
D)  Client referrals 
E)  Marketing strategy

Question 20

Which of the following is a component of sales call planning?

Accepted Answer

A)  Forecasting long-term sales and profits 
B)  Analyzing vendors of the customer 
C)  Developing the customer profile 
D)  Perceptual mapping 
E)  Market testing 
A)  Forecasting long-term sales and profits 
B)  Analyzing vendors of the customer 
C)  Developing the customer profile 
D)  Perceptual mapping 
E)  Market testing

Mutual goals of customers and sales organizations include increasing sales and profits.

Which term refers to a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals?

It is impractical to get information about a prospective buyer through personal contacts with the company.

The ability of a salesperson to provide a "standard" solution for all customers is critical today.

A salesperson engaged in sales call planning should:

Purpose is a list of plans,goals,or objectives that differ from one sales call to another.

When Bruce Compton selects the features and advantages of a product that he will present to a prospect,Bruce is working on step three of a customer benefit plan.

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

A _____ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?"

How do experienced salespeople guide the customer in the direction of a preplanned outcome? Provide examples of statements or questions that might accomplish this goal.

Comment on the following statement: "Today's salespeople need to be creative problem-solvers."

An effective salesperson should always prepare the sales presentation before developing the customer profile and benefits.

What are the four steps involved in creating a customer benefit plan?

All of the following hold true of the customer relationship model EXCEPT:

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

Nervousness is a normal component of giving sales presentations,and there is nothing that can be done to reduce it.

The four components of sales call planning,in their correct order,are:

What is most likely needed in order to develop a customer benefit plan?

Which of the following is a component of sales call planning?

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

Mutual goals of customers and sales organizations include increasing sales and profits.

Which term refers to a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals?

It is impractical to get information about a prospective buyer through personal contacts with the company.

The ability of a salesperson to provide a "standard" solution for all customers is critical today.

A salesperson engaged in sales call planning should:

Purpose is a list of plans,goals,or objectives that differ from one sales call to another.

When Bruce Compton selects the features and advantages of a product that he will present to a prospect,Bruce is working on step three of a customer benefit plan.

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

A _____ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?"

How do experienced salespeople guide the customer in the direction of a preplanned outcome? Provide examples of statements or questions that might accomplish this goal.

Comment on the following statement: "Today's salespeople need to be creative problem-solvers."

An effective salesperson should always prepare the sales presentation before developing the customer profile and benefits.

What are the four steps involved in creating a customer benefit plan?

All of the following hold true of the customer relationship model EXCEPT:

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

Nervousness is a normal component of giving sales presentations,and there is nothing that can be done to reduce it.

The four components of sales call planning,in their correct order,are:

What is most likely needed in order to develop a customer benefit plan?

Which of the following is a component of sales call planning?

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