Question 1

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 2

Strategies for selling a product to a reseller's customers would most likely be included in a:

Accepted Answer

A) business proposition. 
B) FAB statement. 
C) marketing plan. 
D) suggested purchase order. 
E) SELL sequence. 
A) business proposition. 
B) FAB statement. 
C) marketing plan. 
D) suggested purchase order. 
E) SELL sequence.

Question 3

When Mack Latham selects and then suggests the type of networking software his prospect should buy,he is working on step three of his customer benefit plan.

Accepted Answer

A) True 
 B)False

Question 4

Good business relationships are built on your knowledge of your company,industry,and customers' needs.

Accepted Answer

A) True 
 B)False

Question 5

The first three steps involved in developing the customer benefit plan (in their correct order)are:

Accepted Answer

A) developing marketing plan,developing FAB,and developing business proposition. 
B) developing benefits,developing business proposition,and developing marketing plan. 
C) developing marketing plan,developing business proposition,and closing the sale. 
D) developing FAB,developing marketing plan,and developing business proposition. 
E) developing business proposition,developing marketing plan,and closing the sale. 
A) developing marketing plan,developing FAB,and developing business proposition. 
B) developing benefits,developing business proposition,and developing marketing plan. 
C) developing marketing plan,developing business proposition,and closing the sale. 
D) developing FAB,developing marketing plan,and developing business proposition. 
E) developing business proposition,developing marketing plan,and closing the sale.

Question 6

Which of the following is one of the four components of the sales call planning process?

Accepted Answer

A) A marketing audit 
B) A vendor analysis 
C) A customer profile 
D) Perceptual mapping 
E) Market testing 
A) A marketing audit 
B) A vendor analysis 
C) A customer profile 
D) Perceptual mapping 
E) Market testing

Question 7

Walter sells sporting goods.During sales call planning for an upcoming appointment with a prospect,Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter.He has determined this advantage while developing a(n):

Accepted Answer

A) value analysis. 
B) customer benefit plan. 
C) individualized sales call objective. 
D) customer profile. 
E) customized marketing objective. 
A) value analysis. 
B) customer benefit plan. 
C) individualized sales call objective. 
D) customer profile. 
E) customized marketing objective.

Question 8

The text advises that when setting sales call objectives,the salesperson should think SMART.What do the letters in this acronym advise the salesperson to do?

Accepted Answer

S = Have SPECIFIC objectives
M

Question 9

Closing the sale is always the most difficult part of the sales presentation.

Accepted Answer

A) True 
 B)False

Question 10

Salespeople can focus their activities by writing down predetermined goals prior to sales calls.

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

List four reasons why a salesperson should carefully plan his or her sales call.

Accepted Answer

(1)Planning builds self-confid

Question 13

Which of the following is an example of a topic often discussed in the marketing plan segment of a sales presentation for a reseller?

Accepted Answer

A) Guarantees 
B) Maintenance 
C) Demonstrations 
D) List price 
E) Shipping costs 
A) Guarantees 
B) Maintenance 
C) Demonstrations 
D) List price 
E) Shipping costs

Question 14

During the _____,the salesperson plans the sales call on a prospect.

Accepted Answer

A) preapproach 
B) trial close 
C) sales presentation 
D) approach 
E) value analysis 
A) preapproach 
B) trial close 
C) sales presentation 
D) approach 
E) value analysis

Question 15

A SMART sales call objective is specific,measurable,actionable,reliable,and timely.

Accepted Answer

A) True 
 B)False

Question 16

A marketing plan for a retailer should most likely include how to:

Accepted Answer

A) identify benefits. 
B) utilize the SELL sequence. 
C) promote a specific product. 
D) evaluate return on investment. 
E) present a customer needs analysis. 
A) identify benefits. 
B) utilize the SELL sequence. 
C) promote a specific product. 
D) evaluate return on investment. 
E) present a customer needs analysis.

Question 17

The FAB formula helps a salesperson increase a prospect's desire for a product.

Accepted Answer

A) True 
 B)False

Question 18

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 19

The goal of the salesperson who is calling on a gift store retailer is "to sell at least $100 worth of merchandise to the customer before the end of the fiscal year." What technique would you use to determine if this is a good sales call objective?

Accepted Answer

By determining if th

Question 20

Jack,an office supply salesperson,recently called on a customer who was trying to select photos to include in a catalog.The customer wanted to look at the 10 photos side-by-side for comparison,but his easel was too small and the cinderblock walls in the office would not hold tacks or tape.The customer explained that the situation was a regular issue for him.Jack obtained a roll of cork and a can of cork glue to convert an office wall into a giant bulletin board.In this instance,Jack acted as a(n):

Accepted Answer

A) tactical partner. 
B) creative problem solver. 
C) low-involvement decision maker. 
D) transactional partner. 
E) exchange creator. 
A) tactical partner. 
B) creative problem solver. 
C) low-involvement decision maker. 
D) transactional partner. 
E) exchange creator.

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

Strategies for selling a product to a reseller's customers would most likely be included in a:

When Mack Latham selects and then suggests the type of networking software his prospect should buy,he is working on step three of his customer benefit plan.

Good business relationships are built on your knowledge of your company,industry,and customers' needs.

The first three steps involved in developing the customer benefit plan (in their correct order)are:

Which of the following is one of the four components of the sales call planning process?

Walter sells sporting goods.During sales call planning for an upcoming appointment with a prospect,Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter.He has determined this advantage while developing a(n):

The text advises that when setting sales call objectives,the salesperson should think SMART.What do the letters in this acronym advise the salesperson to do?

Closing the sale is always the most difficult part of the sales presentation.

Salespeople can focus their activities by writing down predetermined goals prior to sales calls.

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

List four reasons why a salesperson should carefully plan his or her sales call.

Which of the following is an example of a topic often discussed in the marketing plan segment of a sales presentation for a reseller?

During the _____,the salesperson plans the sales call on a prospect.

A SMART sales call objective is specific,measurable,actionable,reliable,and timely.

A marketing plan for a retailer should most likely include how to:

The FAB formula helps a salesperson increase a prospect's desire for a product.

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

The goal of the salesperson who is calling on a gift store retailer is "to sell at least $100 worth of merchandise to the customer before the end of the fiscal year." What technique would you use to determine if this is a good sales call objective?

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

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Exam 7: Planning the Sales Call Is a Must

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

Strategies for selling a product to a reseller's customers would most likely be included in a:

When Mack Latham selects and then suggests the type of networking software his prospect should buy,he is working on step three of his customer benefit plan.

Good business relationships are built on your knowledge of your company,industry,and customers' needs.

The first three steps involved in developing the customer benefit plan (in their correct order)are:

Which of the following is one of the four components of the sales call planning process?

Walter sells sporting goods.During sales call planning for an upcoming appointment with a prospect,Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter.He has determined this advantage while developing a(n):

The text advises that when setting sales call objectives,the salesperson should think SMART.What do the letters in this acronym advise the salesperson to do?

Closing the sale is always the most difficult part of the sales presentation.

Salespeople can focus their activities by writing down predetermined goals prior to sales calls.

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

List four reasons why a salesperson should carefully plan his or her sales call.

Which of the following is an example of a topic often discussed in the marketing plan segment of a sales presentation for a reseller?

During the _____,the salesperson plans the sales call on a prospect.

A SMART sales call objective is specific,measurable,actionable,reliable,and timely.

A marketing plan for a retailer should most likely include how to:

The FAB formula helps a salesperson increase a prospect's desire for a product.

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

The goal of the salesperson who is calling on a gift store retailer is "to sell at least $100 worth of merchandise to the customer before the end of the fiscal year." What technique would you use to determine if this is a good sales call objective?

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