Question 1

According to the text,when setting sales call objectives,the salesperson should think SMART.What do the letters in this acronym advice the salesperson to do?

Accepted Answer

A SMART call objective consist

Question 2

Which of the following statements is most likely true?

Accepted Answer

A)  Selling is a highly complex process. 
B)  Selling is easy to do on a consistent basis. 
C)  A sales call must move systematically toward a sale. 
D)  Selling begins with negating a precall sales objective. 
E)  Elaborate planning is necessary before making a sales call. 
A)  Selling is a highly complex process. 
B)  Selling is easy to do on a consistent basis. 
C)  A sales call must move systematically toward a sale. 
D)  Selling begins with negating a precall sales objective. 
E)  Elaborate planning is necessary before making a sales call.

Question 3

A marketing plan created for an end-user most likely addresses:

Accepted Answer

A)  the business proposition. 
B)  forecasted profit and ROI. 
C)  how the product can be used. 
D)  how a reseller will sell the product once purchased. 
E)  the promotional options available for selling the product. 
A)  the business proposition. 
B)  forecasted profit and ROI. 
C)  how the product can be used. 
D)  how a reseller will sell the product once purchased. 
E)  the promotional options available for selling the product.

Question 4

Garth sells spray booths for repainting vehicles to shops that repair wrecked vehicles.The spray booths are used for painting cars and trucks and come in a variety of sizes.The spray booths are used to contain the paint and to protect the car surface while the paint is drying.When Garth called on Elwood Body Shop,his _____ was to sell the body shop owner one of his company's taller spray booths designed for trucks.

Accepted Answer

A)  selling proposition 
B)  marketing plan 
C)  sales call objective 
D)  FAB plan 
E)  customer profile goal 
A)  selling proposition 
B)  marketing plan 
C)  sales call objective 
D)  FAB plan 
E)  customer profile goal

Question 5

Planning a sales call reflects professionalism and generally increases sales.

Accepted Answer

A) True 
 B)False

Question 6

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

Accepted Answer

A) True 
 B)False

Question 7

The salesperson's _____ contains the central information provided in the sales presentation.

Accepted Answer

A)  customer benefit plan 
B)  sales call objective 
C)  customer profile 
D)  marketing plan 
E)  business proposition 
A)  customer benefit plan 
B)  sales call objective 
C)  customer profile 
D)  marketing plan 
E)  business proposition

Question 8

In a SMART sales call objective,the "A" and "M" refer to the fact that the objective should be:

Accepted Answer

A)  accurate and maximized. 
B)  achievable and minimum possible. 
C)  actionable and motivating. 
D)  achievable and measurable. 
E)  accurate and motivating. 
A)  accurate and maximized. 
B)  achievable and minimum possible. 
C)  actionable and motivating. 
D)  achievable and measurable. 
E)  accurate and motivating.

Question 9

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

Accepted Answer

A)  Identifying benefits 
B)  Creating a marketing plan 
C)  Establishing a sales call objective 
D)  Developing a business proposition 
E)  Customizing a purchase order plan 
A)  Identifying benefits 
B)  Creating a marketing plan 
C)  Establishing a sales call objective 
D)  Developing a business proposition 
E)  Customizing a purchase order plan

Question 10

What are the mental steps that lead to a purchase decision from a prospect? As a salesperson,which one do you think would be the most difficult and which one would be the easiest? Why?

Accepted Answer

The five steps are attention,interest,de

Question 11

The five mental steps of buying in order are attention,interest,desire,conviction,and purchase.

Accepted Answer

A) True 
 B)False

Question 12

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

Accepted Answer

A) True 
 B)False

Question 13

The _____ can be used to move prospects from mild interest to strong desire for a product.

Accepted Answer

A)  interactive method 
B)  SELL sequence 
C)  business proposition 
D)  FAB formula 
E)  action enhancement method 
A)  interactive method 
B)  SELL sequence 
C)  business proposition 
D)  FAB formula 
E)  action enhancement method

Question 14

During the _____ stage,the salesperson plans the sales presentation.

Accepted Answer

A)  preapproach 
B)  trial close 
C)  follow-up 
D)  approach 
E)  value analysis 
A)  preapproach 
B)  trial close 
C)  follow-up 
D)  approach 
E)  value analysis

Question 15

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

Accepted Answer

A)  developing marketing plan, selecting FAB, and developing business proposition. 
B)  developing benefits, developing business proposition, and developing marketing plan. 
C)  developing marketing plan, developing business proposition, and closing the sale. 
D)  selecting FAB, developing marketing plan, and developing business proposition. 
E)  developing business proposition, developing marketing plan, and closing the sale. 
A)  developing marketing plan, selecting FAB, and developing business proposition. 
B)  developing benefits, developing business proposition, and developing marketing plan. 
C)  developing marketing plan, developing business proposition, and closing the sale. 
D)  selecting FAB, developing marketing plan, and developing business proposition. 
E)  developing business proposition, developing marketing plan, and closing the sale.

Question 16

When planning a sales call,the customer profile should be developed first and then based on the customer profile,the sales call objectives should be determined.

Accepted Answer

A) True 
 B)False

Question 17

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):

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 18

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."
-A corporate customer wanted to give similar Clearwater hampers to its customers who come from a variety of different ethnic backgrounds.The cultures of some clients disapprove of eating pork and drinking alcoholic beverages.This unique request would require Clearwater to act as a _____ so that each individual gift was culturally appropriate.

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 19

The customer benefit plan contains the nucleus of the information used in a salesperson's sales presentation.

Accepted Answer

A) True 
 B)False

Question 20

As a salesperson for a restaurant equipment supplier,you have decided to call on Frederick Hawkins,the owner of Fred's House of Pancakes.If Frederick decides to discuss your products then he is most likely in the ________ stage of the buying decision.

Accepted Answer

A)  attention 
B)  conviction 
C)  purchase 
D)  interest 
E)  desire 
A)  attention 
B)  conviction 
C)  purchase 
D)  interest 
E)  desire

According to the text,when setting sales call objectives,the salesperson should think SMART.What do the letters in this acronym advice the salesperson to do?

Which of the following statements is most likely true?

A marketing plan created for an end-user most likely addresses:

Planning a sales call reflects professionalism and generally increases sales.

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

The salesperson's _____ contains the central information provided in the sales presentation.

In a SMART sales call objective,the "A" and "M" refer to the fact that the objective should be:

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

What are the mental steps that lead to a purchase decision from a prospect? As a salesperson,which one do you think would be the most difficult and which one would be the easiest? Why?

The five mental steps of buying in order are attention,interest,desire,conviction,and purchase.

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

The _____ can be used to move prospects from mild interest to strong desire for a product.

During the _____ stage,the salesperson plans the sales presentation.

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

When planning a sales call,the customer profile should be developed first and then based on the customer profile,the sales call objectives should be determined.

The customer benefit plan contains the nucleus of the information used in a salesperson's sales presentation.

As a salesperson for a restaurant equipment supplier,you have decided to call on Frederick Hawkins,the owner of Fred's House of Pancakes.If Frederick decides to discuss your products then he is most likely in the ________ stage of the buying decision.

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

Which of the following statements is most likely true?

A marketing plan created for an end-user most likely addresses:

Planning a sales call reflects professionalism and generally increases sales.

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

The salesperson's _____ contains the central information provided in the sales presentation.

In a SMART sales call objective,the "A" and "M" refer to the fact that the objective should be:

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

What are the mental steps that lead to a purchase decision from a prospect? As a salesperson,which one do you think would be the most difficult and which one would be the easiest? Why?

The five mental steps of buying in order are attention,interest,desire,conviction,and purchase.

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

The _____ can be used to move prospects from mild interest to strong desire for a product.

During the _____ stage,the salesperson plans the sales presentation.

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

When planning a sales call,the customer profile should be developed first and then based on the customer profile,the sales call objectives should be determined.

The customer benefit plan contains the nucleus of the information used in a salesperson's sales presentation.

As a salesperson for a restaurant equipment supplier,you have decided to call on Frederick Hawkins,the owner of Fred's House of Pancakes.If Frederick decides to discuss your products then he is most likely in the ________ stage of the buying decision.

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