Exam 7: The Pre-Approach Planning Your Sales Call and Presentation

Kayla is a salesperson who fears intruding on others or being pushy and she often finds herself being intimidated by upmarket customers.Which of the following call reluctance type would Kayla have?

In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

The creative problem-solving process has two stages.

In the acronym SMART, the "R" stands for "relevant to your customer."

The term "gatekeeper" is often associated with someone in an organization that makes procurement decisions.

Implementing the solution is also one of the stages of the problem-solving process.

Peter works as a financial planner for a Canadian Bank.After several meetings Marie, a large potential investor, turns to Peter and says: "you and your company are the perfect fit for us and, we are prepared to make a large purchase." Which of the following steps best characterizes Marie's statement?

When salespeople meet customers' strategic needs, both the seller and the customer win by attaining mutual goals.

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

Which of the following is not an element of a well-developed solution?

Seamus sells office supplies.He recently called on a customer who was trying to select a photo to go on its fall catalogue.The customer wanted to look at the ten photos side-by-side and compare them, but his easel would only hold one at a time.Since the walls of the office are made of cinderblock, it was not possible to paste or tack the photos on the wall.It was a problem that occurred every time a new catalogue was issued.After looking at the problem, Seamus said, "I'll be right back." When he returned, he had a roll of cork and a can of cork glue.He and the business owner turned one wall into a giant bulletin board.In this instance, Seamus acted as a:

Using the FAB formula, a salesperson can convert a lukewarm prospect to a prospect that develops an interest for your product or service.

Salespeople that are strategic problem solvers tends to avoid which of the following activities as central to his/her selling activities?

Bailey refuses to be coached and rebuffs advice given by her sales colleagues.In terms of call reluctance, Bailey would be considered:

In the acronym SMART, the letter "M" stands for "maximizing the sales revenue of your client."

The first of a prospect's five mental steps in buying is ignorance.

Which of the following is not a good tip associated with leaving a voice mail that will improve your odds of speaking with a prospect?

Closing the sale can be the easiest step in the sales presentation.

Marco is a business-to-business salesperson.In order for Marco to understand his buyer's needs properly in the pre-approach stage, he needs to ask himself which needs his client possesses.Which of the following would qualify as a business-to-business need for Marco's client?

In which of the prospect's mental steps would interruptions by a secretary, a long-distance phone call, and the prospect's need to leave the office in the next fifteen minutes be most distracting to a salesperson?