Question 1

Which of the following statements about sales call objectives is true?

Accepted Answer

A) Sales call objectives should primarily benefit the salesperson. 
B) A sales call objective is only necessary when making formal presentations. 
C) A customer profile must be developed before making a sales call objective. 
D) The sales call objective is the main purpose of a salesperson's contact with a prospect. 
E) A sales call objective is usually too complex to modify once a sales call has developed. 
A) Sales call objectives should primarily benefit the salesperson. 
B) A sales call objective is only necessary when making formal presentations. 
C) A customer profile must be developed before making a sales call objective. 
D) The sales call objective is the main purpose of a salesperson's contact with a prospect. 
E) A sales call objective is usually too complex to modify once a sales call has developed.

Question 2

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

Accepted Answer

A) be specific. 
B) be sales-oriented. 
C) balance supply with demand. 
D) support organizational objectives. 
E) put customer service before self-gratification. 
A) be specific. 
B) be sales-oriented. 
C) balance supply with demand. 
D) support organizational objectives. 
E) put customer service before self-gratification.

Question 3

Which of the following statements is most likely true?

Accepted Answer

A) Selling is a very complex process. 
B) Selling is easy to do on a consistent basis. 
C) A sales call must move systematically toward a sale. 
D) Selling begins with negating a precall sales objective. 
E) Elaborate planning is necessary before making a sales call. 
A) Selling is a very complex process. 
B) Selling is easy to do on a consistent basis. 
C) A sales call must move systematically toward a sale. 
D) Selling begins with negating a precall sales objective. 
E) Elaborate planning is necessary before making a sales call.

Question 4

Robert Hayden sells metal gazebos.He approaches a large retail chain of home improvement stores.He decides beforehand to sell 10 pieces to their regional procurement manager.In terms of the acronym "SMART",his primary objective is to:

Accepted Answer

A) have a targeted rate of return. 
B) be specific. 
C) put customer service first. 
D) maximize the customer's order. 
E) relate to the present and future needs of the customer. 
A) have a targeted rate of return. 
B) be specific. 
C) put customer service first. 
D) maximize the customer's order. 
E) relate to the present and future needs of the customer.

Question 5

What is the purpose of making a sales call?

Accepted Answer

To make a contributi

Question 6

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

Accepted Answer

A) Geographic advertising 
B) Samples 
C) Availability 
D) Trade shows 
E) List price 
A) Geographic advertising 
B) Samples 
C) Availability 
D) Trade shows 
E) List price

Question 7

Carlos sells mailing lists for a direct marketing company.He is interested in selling a mailing list to the publisher of a magazine devoted to new electronic products.Carlos learns that he cannot close the sale until meeting the publisher's circulation vice president.This sort of information would be found in the _____ that Carlos created.

Accepted Answer

A) sales call objective 
B) company's marketing plan 
C) competitive portfolio 
D) customer profile sheet 
E) business proposition 
A) sales call objective 
B) company's marketing plan 
C) competitive portfolio 
D) customer profile sheet 
E) business proposition

Which of the following statements about sales call objectives is true?

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

Which of the following statements is most likely true?

Robert Hayden sells metal gazebos.He approaches a large retail chain of home improvement stores.He decides beforehand to sell 10 pieces to their regional procurement manager.In terms of the acronym "SMART",his primary objective is to:

What is the purpose of making a sales call?

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

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 sales call objectives is true?

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

Which of the following statements is most likely true?

Robert Hayden sells metal gazebos.He approaches a large retail chain of home improvement stores.He decides beforehand to sell 10 pieces to their regional procurement manager.In terms of the acronym "SMART",his primary objective is to:

What is the purpose of making a sales call?

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

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