Question 1

In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

Accepted Answer

A)  Conviction 
B)  Acceptance 
C)  Desire 
D)  Purchase 
E)  Action 
A)  Conviction 
B)  Acceptance 
C)  Desire 
D)  Purchase 
E)  Action

Question 2

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

Accepted Answer

A)  type. 
B)  quantity. 
C)  assortment. 
D)  promotion ideas. 
E)  shipment details. 
A)  type. 
B)  quantity. 
C)  assortment. 
D)  promotion ideas. 
E)  shipment details.

Question 3

To keep from creating a sales bias,a customer profile typically contains no information about a prospect's buying history.

Accepted Answer

A) True 
 B)False

Question 4

The sales call objective should be directly beneficial to the customer.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)  Understanding the structure of the company's buying center 
B)  Identifying the best strategy to use in a sales call 
C)  Narrowing the objective of the sales call 
D)  Using visual aids in a sales presentation 
E)  Developing rapport with the prospect 
A)  Understanding the structure of the company's buying center 
B)  Identifying the best strategy to use in a sales call 
C)  Narrowing the objective of the sales call 
D)  Using visual aids in a sales presentation 
E)  Developing rapport with the prospect

Question 6

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 _____ 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.

Accepted Answer

A)  customer profile 
B)  FAB formula 
C)  customer benefit plan 
D)  value analysis 
E)  SWOT analysis 
A)  customer profile 
B)  FAB formula 
C)  customer benefit plan 
D)  value analysis 
E)  SWOT analysis

Question 7

Planning can greatly reduce a salesperson's nervousness before a sales presentation.

Accepted Answer

A) True 
 B)False

Question 8

Daniella sells furniture.After demonstrating her product and answering the customer's questions,Daniella asked the customer how many chairs he thought he could sell.The customer responded with,"Three dozen.How soon can you deliver?" Which mental step has the customer reached?

Accepted Answer

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

Question 9

A plan is a method of achieving an end.

Accepted Answer

A) True 
 B)False

Question 10

Planning is synonymous with the approach stage of the sales process.

Accepted Answer

A) True 
 B)False

Question 11

Value analysis is an example of a business proposition for an industrial product.

Accepted Answer

A) True 
 B)False

Question 12

The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A)  Performing a value analysis that identifies ROI 
B)  Assessing the prospect's attitude with a trial close 
C)  Creating an individualized sales call objective 
D)  Developing a suggested purchase order 
E)  Presenting a marketing plan 
A)  Performing a value analysis that identifies ROI 
B)  Assessing the prospect's attitude with a trial close 
C)  Creating an individualized sales call objective 
D)  Developing a suggested purchase order 
E)  Presenting a marketing plan

Question 14

Gene sells ski clothing and is meeting with the retail buyer for a large ski resort.When the prospect says,"I've seen enough,Gene.There is no doubt in my mind that your company will provide our resort with the best quality ski clothes for the money," the prospect has reached the mental step called:

Accepted Answer

A)  action. 
B)  interest. 
C)  conviction. 
D)  desire. 
E)  purchase. 
A)  action. 
B)  interest. 
C)  conviction. 
D)  desire. 
E)  purchase.

Question 15

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."
-In planning a preapproach for a multinational corporation,Peter Austin should first:

Accepted Answer

A)  consider the types of gifts used in the industry in which the prospect operates. 
B)  develop customer features, advantages, and benefits. 
C)  determine a sales call objective. 
D)  conduct a vendor analysis. 
E)  identify the buying center. 
A)  consider the types of gifts used in the industry in which the prospect operates. 
B)  develop customer features, advantages, and benefits. 
C)  determine a sales call objective. 
D)  conduct a vendor analysis. 
E)  identify the buying center.

Question 16

The last step in planning your sales call is to develop a marketing plan for the prospect.

Accepted Answer

A) True 
 B)False

Question 17

The customer profile of a firm should tell a salesperson which competitors successfully do business with the firm.

Accepted Answer

A) True 
 B)False

Question 18

What are the four steps of sales call planning?

Accepted Answer

The four components of sales call planni

Question 19

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

Accepted Answer

A)  Establishing a marketing plan 
B)  Creating a detailed customer profile 
C)  Selecting a suggested purchase order for a prospect 
D)  Developing a business proposition that includes a value analysis 
E)  Choosing the features, advantages, and benefits to present to a prospect 
A)  Establishing a marketing plan 
B)  Creating a detailed customer profile 
C)  Selecting a suggested purchase order for a prospect 
D)  Developing a business proposition that includes a value analysis 
E)  Choosing the features, advantages, and benefits to present to a prospect

Question 20

A suggested purchase order should accompany your business proposition and marketing plan.

Accepted Answer

A) True 
 B)False

In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

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

To keep from creating a sales bias,a customer profile typically contains no information about a prospect's buying history.

The sales call objective should be directly beneficial to the customer.

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

Planning can greatly reduce a salesperson's nervousness before a sales presentation.

Daniella sells furniture.After demonstrating her product and answering the customer's questions,Daniella asked the customer how many chairs he thought he could sell.The customer responded with,"Three dozen.How soon can you deliver?" Which mental step has the customer reached?

A plan is a method of achieving an end.

Planning is synonymous with the approach stage of the sales process.

Value analysis is an example of a business proposition for an industrial product.

The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

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

Gene sells ski clothing and is meeting with the retail buyer for a large ski resort.When the prospect says,"I've seen enough,Gene.There is no doubt in my mind that your company will provide our resort with the best quality ski clothes for the money," the prospect has reached the mental step called:

The last step in planning your sales call is to develop a marketing plan for the prospect.

The customer profile of a firm should tell a salesperson which competitors successfully do business with the firm.

What are the four steps of sales call planning?

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

A suggested purchase order should accompany your business proposition and marketing plan.

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

In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

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

To keep from creating a sales bias,a customer profile typically contains no information about a prospect's buying history.

The sales call objective should be directly beneficial to the customer.

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

Planning can greatly reduce a salesperson's nervousness before a sales presentation.

Daniella sells furniture.After demonstrating her product and answering the customer's questions,Daniella asked the customer how many chairs he thought he could sell.The customer responded with,"Three dozen.How soon can you deliver?" Which mental step has the customer reached?

A plan is a method of achieving an end.

Planning is synonymous with the approach stage of the sales process.

Value analysis is an example of a business proposition for an industrial product.

The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

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

Gene sells ski clothing and is meeting with the retail buyer for a large ski resort.When the prospect says,"I've seen enough,Gene.There is no doubt in my mind that your company will provide our resort with the best quality ski clothes for the money," the prospect has reached the mental step called:

The last step in planning your sales call is to develop a marketing plan for the prospect.

The customer profile of a firm should tell a salesperson which competitors successfully do business with the firm.

What are the four steps of sales call planning?

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

A suggested purchase order should accompany your business proposition and marketing plan.

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