Exam 7: Planning the Sales Call Is a Must

Rob Stewart sells office equipment and calls on the office manager of a large firm.Rob wants to sell the prospect 30 units of general office supplies.In terms of the acronym SMART,Stewart's objective:

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

Randal Lamson sells carpet and rugs.He approaches a retail chain of home renovation stores with a plan to sell five rugs.In terms of "SMART",his goal meets the requirement to:

The four elements of sales call planning (in their correct order)are:

A(n)_____ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

Selling is a very complex process,but it is easy to do on a consistent basis.

How would the FAB formula be used in a customer benefit plan?

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

Which of the following would most likely occur in the approach phase of a sales presentation?

Before developing your presentation,you need to determine the prospect to call on and make an appointment..

Discuss the following statement: "Today's salespeople need to be creative problem solvers."

Planning the sales call is the key to success.

Arminda,who sells wicker furniture,invites the owner of Stanley Furniture to watch a demonstration outside.Arminda pours a five-gallon bucket of water on a wicker chair,talks to the storeowner for about 10 minutes,and then sits in the chair to show its water-resistance.Assuming she had the customer's attention and interest as soon as she poured the water on the chair,Arminda was trying to move the prospect into which stage next?

Loreen sells how-to books and is going on a sales call to a local bookstore.Loreen knows the purchasing policies of the store such as who makes buying decisions.Such information can be found in Loreen's:

Lev Knossos sells high tech equipment and software to companies in Greece.When he first started selling to Greek businesses,he was told that the Greek market lagged behind others in the use of technology.After conducting research,Knossos visited the Commercial Bank of Greece and explained how his products could create Web pages for the bank and facilitate banking transactions.By applying his product knowledge to solve a technology issue that he identified,Knossos took the role of:

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?

What is the salesperson's goal when a prospect is in the conviction stage of the buying decision?

Which component of a customer benefit plan most likely includes price,percent markup,and ROI?

Which term refers to programs,goals,and problems of great importance to customers?

Nervousness is a normal component of giving sales presentations,and there is nothing that can be done to reduce it.