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

Jan has recently been very successful in developing trustworthy relationships.The secret to her success has been her co-workers who have been assisting her with the sales.Which of the following trust building elements did Jan worked on?

The textbook discusses 12 different types of people with call reluctance.List four types of call reluctance and briefly describe each.

Which of the following is best associated with turning a lukewarm prospect into a prospect that expresses a wish to have a product just like the one you are selling?

Which of the following is NOT a reason why salespeople need to plan their sales calls?

Value is created when the buyer spends less resources than the salesperson and the outcome is greater than the resources spent.

You are about to call a first-time buyer.As you plan your call to secure an appointment, what should be the first thing you do before you actually call the potential buyer?

Which of the following statements highlights the value creation for a customer?

Salespeople need to be creative problem solvers who develop and combine non-traditional alternatives to meet the customer's specific needs.

Mandeep is going on his first sales call, and he is very nervous.Which of the following would you tell Mandeep would be the most critical step linked to a successful sales call and decrease his level of nervousness?

Chris has call reluctance issues.He often worries too much during his sales calls over the phone which makes him not take any risks.What type of call reluctance is Chris suffering from?

What does the acronym CR stand for?

High performing salespeople tend to be strategic problem solvers for their customers.

Jenny sells medical equipment like examination tables and dental chairs.She has been advised that she should contact the comptroller at the Hamilton Public Hospital because the hospital plans on building and equipping 150 medical and dental offices in its new health care complex.Jenny has not yet made the sales call because she hates to be pushy.Which of the following best describes Jenny's current behaviour?

Which of the following is the best way to deal with voice mail?

Which of the following terms best describes a salesperson who is in a formal relationship with a customer for the purpose of pursuing mutual goals?

Bernie has been able to establish great rapport with his clients.He spends a lot of time trying to make sure that he is providing benefits to his clients during his presentations.Which of the following questions would Bernie have possibly worked on to become successful at formulating trustworthy relationships?

Which of the following events would normally occur in a sales presentation once the salesperson has developed a FAB phase?

Trust can be built on multiple elements.Which of the following is not an element of trust building according to the textbook?

The textbook offers a series of tips design to help you overcome company gatekeepers.Which of the following are NOT tips offered by the authors of the textbook?

A "Separationist Sales CR" salesperson is someone who fears family disapproval and resists mixing business with family.