Exam 7: Planning the Sales Call Is a Must

Mervin Jacob sells professional barbeque grill equipment to high-end restaurants.His products come in different sizes and specifications.When he called on Grill Kingdom,a popular barbeque restaurant,he was determined to sell at least one of his top-end grill pro machines.Jacob decided his _____ even before his sales call.

A salesperson engaged in sales call planning should:

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

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

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

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

High-performing salespeople tend to be strategic problem solvers for their customers.

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

What are the four components of sales call planning?

When a salesperson is faced with a unique set of customer problems to solve,the salesperson will most likely need to:

A salesperson and a customer enter into a strategic customer relationship in order to:

Reyna sells children's encyclopedias.Before a sales call at a local bookstore,Reyna collected background information about the company and reviewed the store's typical business terms and requirements.Reyna compiled this information in her:

According to the author,what two components are necessary to bridge the gap between sellers and buyers?

A customer profile should answer the question,"What are the purchasing policies and practices of the account?"

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

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

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 main reason the prospect should purchase your product is that its benefits fulfill certain needs.

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

What is a plan?