Question 1

Which of the following statements about the purpose for any sale is most likely false?

Accepted Answer

A) Purpose is broad in scope 
B) Purpose helps define who you are as a sales professional 
C) Purpose is a list of objectives that differ from one sales call to another 
D) Purpose directs how you approach each sales call 
E) Purpose defines success for you 
A) Purpose is broad in scope 
B) Purpose helps define who you are as a sales professional 
C) Purpose is a list of objectives that differ from one sales call to another 
D) Purpose directs how you approach each sales call 
E) Purpose defines success for you

Question 2

A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy a product.Select these steps in their correct order.

Accepted Answer

A) Attention,interest,desire,purchase,and action 
B) Attention,desire,interest,conviction,and purchase 
C) Attention,interest,desire,conviction,and purchase 
D) Attention,interest,desire,conviction,purchase,and action 
E) Attention,conviction,desire,interest,purchase,and action 
A) Attention,interest,desire,purchase,and action 
B) Attention,desire,interest,conviction,and purchase 
C) Attention,interest,desire,conviction,and purchase 
D) Attention,interest,desire,conviction,purchase,and action 
E) Attention,conviction,desire,interest,purchase,and action

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 features,advantages,and benefits of 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 features,advantages,and benefits of the product.

Question 4

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 and analyze its 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 and analyze its buying center.

Question 5

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 6

Successful people have a tendency to make,implement,and evaluate plans.

Accepted Answer

A) True 
 B)False

Question 7

Maria,an office supply sales representative,is in the process of giving a sales presentation to the manager of a large accounting firm.Maria asks the manager,"How many desks to you think that you require?" The manager responds,"Three dozen.How soon can you deliver?" Which mental step has the manager reached?

Accepted Answer

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

Question 8

List the four steps involved in creating a customer benefit plan.

Accepted Answer

The four steps involved in creating a cu

Question 9

In order to be a success,it is imperative that a salesperson be able to tailor a customized solution for each customer.

Accepted Answer

A) True 
 B)False

Question 10

According to the Golden Rule of Selling,your primary purpose for any sales call should be to:

Accepted Answer

A) determine who has the authority and the ability to be a buyer. 
B) create a long-term relationship with all prospects. 
C) meet and provide help to a prospect. 
D) sell a product to every prospect. 
E) qualify leads efficiently. 
A) determine who has the authority and the ability to be a buyer. 
B) create a long-term relationship with all prospects. 
C) meet and provide help to a prospect. 
D) sell a product to every prospect. 
E) qualify leads efficiently.

Question 11

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 12

A prospect goes through five mental steps,which all lead to the purchase decision.The approach stage of the selling process should:

Accepted Answer

A) move the prospect to the conviction stage. 
B) attract customer attention and interest. 
C) make the customer desire the product. 
D) get the customer to take some action. 
E) handle initial objections. 
A) move the prospect to the conviction stage. 
B) attract customer attention and interest. 
C) make the customer desire the product. 
D) get the customer to take some action. 
E) handle initial objections.

Question 13

Setting a goal and accomplishing it is called:

Accepted Answer

A) plan. 
B) goal. 
C) target. 
D) success. 
E) quota. 
A) plan. 
B) goal. 
C) target. 
D) success. 
E) quota.

Question 14

A salesperson cannot make a sales call without a sales call objective.

Accepted Answer

A) True 
 B)False

Question 15

Which of the following is the LEAST likely reason for a sales call to be planned?

Accepted Answer

A) Building confidence 
B) Developing goodwill 
C) Exhibiting professionalism 
D) Increasing the potential of a sale 
E) Eliminating customer objections 
A) Building confidence 
B) Developing goodwill 
C) Exhibiting professionalism 
D) Increasing the potential of a sale 
E) Eliminating customer objections

Question 16

What is a strategic customer relationship?

Accepted Answer

A formal relationshi

Question 17

What is often referred to as the preapproach?

Accepted Answer

A) Planning 
B) Targeting 
C) Evaluation 
D) Analysis 
E) Designing 
A) Planning 
B) Targeting 
C) Evaluation 
D) Analysis 
E) Designing

Question 18

The fact that Clearwater Hampers has repeat corporate customers indicates that it creates _____ with its customers.

Accepted Answer

A) transactional relationships 
B) exchange-oriented dependencies 
C) symbiotic relationships 
D) strategic relationships 
E) joint decision-making alliances 
A) transactional relationships 
B) exchange-oriented dependencies 
C) symbiotic relationships 
D) strategic relationships 
E) joint decision-making alliances

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

Corporations in the _____ stage of the buying process would 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

Which of the following statements about the purpose for any sale is most likely false?

A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy a product.Select these steps in their correct order.

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

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

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

Successful people have a tendency to make,implement,and evaluate plans.

List the four steps involved in creating a customer benefit plan.

In order to be a success,it is imperative that a salesperson be able to tailor a customized solution for each customer.

According to the Golden Rule of Selling,your primary purpose for any sales call should be to:

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

A prospect goes through five mental steps,which all lead to the purchase decision.The approach stage of the selling process should:

Setting a goal and accomplishing it is called:

A salesperson cannot make a sales call without a sales call objective.

Which of the following is the LEAST likely reason for a sales call to be planned?

What is a strategic customer relationship?

What is often referred to as the preapproach?

The fact that Clearwater Hampers has repeat corporate customers indicates that it creates _____ with its customers.

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

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters

Exam 7: Planning the Sales Call Is a Must

Which of the following statements about the purpose for any sale is most likely false?

A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy a product.Select these steps in their correct order.

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

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

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

Successful people have a tendency to make,implement,and evaluate plans.

List the four steps involved in creating a customer benefit plan.

In order to be a success,it is imperative that a salesperson be able to tailor a customized solution for each customer.

According to the Golden Rule of Selling,your primary purpose for any sales call should be to:

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

A prospect goes through five mental steps,which all lead to the purchase decision.The approach stage of the selling process should:

Setting a goal and accomplishing it is called:

A salesperson cannot make a sales call without a sales call objective.

Which of the following is the LEAST likely reason for a sales call to be planned?

What is a strategic customer relationship?

What is often referred to as the preapproach?

The fact that Clearwater Hampers has repeat corporate customers indicates that it creates _____ with its customers.

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

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

The Life, times, and Career of the Professional Salesperson

Ethics Firstthen 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

Filters