Exam 7: Planning the Sales Call Is a Must

A(n)_____ is the main purpose of a salesperson's contact with a prospect.

Careful planning of every aspect of the sales call helps the salesperson be organized and prepared to interact with the customer.

Tatum is a sales representative a gourmet cookware manufacturer.Tatum's marketing plan for a store that would be a logical retail outlet for her products should include:

Which of the following is critical to strategic problem solving?

Recommending what to buy in order to fill the needs of the customer is uncovered in which phase of your sales presentation?

A plan is defined as the act of setting a goal and accomplishing it.

Anthony is going on his first sales call,and he is very nervous.A professional salesperson would most likely tell Anthony that the key to selling success is the willingness to:

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

By carefully planning and practicing your sales presentation,you increase confidence in yourself and your ability as a salesperson.

Which of the following should be addressed in the closing phase of a sales presentation?

Which of the following is LEAST likely to be a performance goal of consultative selling in the customer relationship model?

The first mental step of a prospect's buying decision is:

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

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

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

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.

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.

Assuming you are a salesperson,in which of the following mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

Prospecting is often referred to as the preapproach.

A corporate customer wanted to give similar Clearwater hampers to its customers who come from a variety of different ethnic backgrounds,which include those who do not eat pork or drink alcoholic beverages.This would require Clearwater to act as a _____ so that each individual gift was culturally-appropriate.