Question 1

Which of the following is a good sales call objective?

Accepted Answer

A) easily fulfilled 
B) unencumbered with time restrictions 
C) specific 
D) open-ended and non-specific 
E) unmeasurable 
A) easily fulfilled 
B) unencumbered with time restrictions 
C) specific 
D) open-ended and non-specific 
E) unmeasurable

Question 2

What are the first three steps involved in developing the customer benefit plan in their correct order?

Accepted Answer

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

Question 3

In order to create a mutually beneficial agreement, the salesperson must work independently to overcome the challenges that the client may have.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) You cannot make an efficient sales call without a sales call objective. 
B) You only need sales call objectives with prospects. 
C) You should determine customer profiles before you think about sales call objectives. 
D) The sales call objective is the main purpose of a salesperson's contact with a prospect or customer. 
E) Selling is a very complex process, and sales call objectives make it easier. 
A) You cannot make an efficient sales call without a sales call objective. 
B) You only need sales call objectives with prospects. 
C) You should determine customer profiles before you think about sales call objectives. 
D) The sales call objective is the main purpose of a salesperson's contact with a prospect or customer. 
E) Selling is a very complex process, and sales call objectives make it easier.

Question 5

Studies have shown that setting a goal instead of writing it down leads to a better success rate of achieving the goal.

Accepted Answer

A) True 
 B)False

Question 6

Patrick was in a sales call and he was unsuccessful at closing his sale.However, he personally feels that his sales call was successful.What could be the primary reason why Patrick feels that way?

Accepted Answer

A) Patrick had a purpose in mind to build a trustworthy relationship 
B) Patrick's goal for the meeting was to make the buyer aware of his company's product lineup 
C) Patrick's plan was to visit the client to see whether he can close the deal 
D) Patrick's main purpose for the meeting was to discuss the competition 
E) Patrick's plan for this sales call was to meet his sales quota 
A) Patrick had a purpose in mind to build a trustworthy relationship 
B) Patrick's goal for the meeting was to make the buyer aware of his company's product lineup 
C) Patrick's plan was to visit the client to see whether he can close the deal 
D) Patrick's main purpose for the meeting was to discuss the competition 
E) Patrick's plan for this sales call was to meet his sales quota

Question 7

John, a regional sales manager anticipates that Marie, one of his customers will order at least 5% more tires this year for her thriving tire store.Which of the following options best characterizes the "A" in the acronym SMART?

Accepted Answer

A) enhance relationship building 
B) be based on marketing research 
C) relate to the present and future needs of the customer 
D) create references 
E) be achievable 
A) enhance relationship building 
B) be based on marketing research 
C) relate to the present and future needs of the customer 
D) create references 
E) be achievable

Question 8

Rosa sells how-to books.When she went on her sales call to the Book Nook, she knew the purchasing policies of the store, who made the buying decisions, and the terms that the store needed.Where would Rosa likely find this type of information?

Accepted Answer

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

Question 9

Which of the following is NOT associated with the classic types of personalities related with call reluctance?

Accepted Answer

A) Overpreparer 
B) Separationist 
C) Role Rejector 
D) Telephobic 
E) Over Confident 
A) Overpreparer 
B) Separationist 
C) Role Rejector 
D) Telephobic 
E) Over Confident

Question 10

Setting a SMART sales objective involves setting objectives which are:

Accepted Answer

A) Simple, Meaningful, Attention getting, Random, Time limited 
B) Specific, Meaningful, Articulated, Revolving, Time limited 
C) Specific, Measurable, Articulate, Relevant, Time bounded 
D) Specific, Measurable, Achievable, Relevant, Time bounded 
E) Singular, Measurable, Achievable, Relevant, Time honoured 
A) Simple, Meaningful, Attention getting, Random, Time limited 
B) Specific, Meaningful, Articulated, Revolving, Time limited 
C) Specific, Measurable, Articulate, Relevant, Time bounded 
D) Specific, Measurable, Achievable, Relevant, Time bounded 
E) Singular, Measurable, Achievable, Relevant, Time honoured

Question 11

A "Hyper-Pro CR" salesperson is someone who is obsessed with image and feels they are being humiliated in the sales role.

Accepted Answer

A) True 
 B)False

Question 12

Because they are so busy, many executives have filtration systems, often called gatekeepers, to protect their time.What would you not suggest a professional salesperson do in order to get through this system?

Accepted Answer

A) engage the gatekeeper 
B) listen to the gatekeeper 
C) capture the gatekeeper's attention 
D) be friendly and polite with the gatekeeper 
E) start talking about the business proposition immediately 
A) engage the gatekeeper 
B) listen to the gatekeeper 
C) capture the gatekeeper's attention 
D) be friendly and polite with the gatekeeper 
E) start talking about the business proposition immediately

Question 13

Which of the following is not directly linked to a salesperson engaged in a sales planning activity?

Accepted Answer

A) develop sales call objectives 
B) develop the sales presentation 
C) develop or review a customer profile 
D) develop a customer benefit plan 
E) develop an upselling plan 
A) develop sales call objectives 
B) develop the sales presentation 
C) develop or review a customer profile 
D) develop a customer benefit plan 
E) develop an upselling plan

Question 14

Edward is trying to improve his image as a trustworthy salesperson.He is trying his best to focus on similarity and compatibility elements of building a trustworthy relationship.Which of the following questions should Edward ask himself to make this process easier?

Accepted Answer

A) Do I rehearse my presentations before meeting my clients? 
B) Do I mirror my buyer when appropriate? 
C) Do I try to help my buyer by sharing my understanding of their business industry? 
D) Do I seek other internal resources to help me support my buyer? 
E) Do I provide multiple solutions to the buyer? 
A) Do I rehearse my presentations before meeting my clients? 
B) Do I mirror my buyer when appropriate? 
C) Do I try to help my buyer by sharing my understanding of their business industry? 
D) Do I seek other internal resources to help me support my buyer? 
E) Do I provide multiple solutions to the buyer?

Question 15

List the four steps involved in creating a customer benefit plan.

Accepted Answer

(1) Select the features, advantages, and

Question 16

The last step of pre-approach is developing and rehearsing the sales presentation.

Accepted Answer

A) True 
 B)False

Question 17

Fred has been in the sales force for a while now, but he has recently seen a decline in his sales.He feels he is unable to connect because his industry has changed in the last couple of years.Which of the following questions should Fred ask himself to realize his shortcomings and help him establish a trustworthy relationship with his clients?

Accepted Answer

A) Do I use professional language? 
B) Do I look for common interests during the rapport building stage? 
C) Do I continually spend time learning about the industry? 
D) Do I work diligently to find solutions for my clients? 
E) Do I provide multiple solutions to my buyer? 
A) Do I use professional language? 
B) Do I look for common interests during the rapport building stage? 
C) Do I continually spend time learning about the industry? 
D) Do I work diligently to find solutions for my clients? 
E) Do I provide multiple solutions to my buyer?

Question 18

What does the "M" in the acronym SMART stand for?

Accepted Answer

A) manage time wisely 
B) maximize the customer's order size 
C) minimize the cost to the customer 
D) be measurable 
E) move the prospect to buy 
A) manage time wisely 
B) maximize the customer's order size 
C) minimize the cost to the customer 
D) be measurable 
E) move the prospect to buy

Question 19

List the prospect's five mental steps in buying then, provide a key characteristic or challenge associated with each.

Accepted Answer

Attention (distractions may make this st

Question 20

When Eddie determines and then suggests the type and quantity of bolts, nuts, screws and other fasteners his customer should buy, he is working on step three of his customer benefit plan.

Accepted Answer

A) True 
 B)False

Which of the following is a good sales call objective?

What are the first three steps involved in developing the customer benefit plan in their correct order?

In order to create a mutually beneficial agreement, the salesperson must work independently to overcome the challenges that the client may have.

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

Studies have shown that setting a goal instead of writing it down leads to a better success rate of achieving the goal.

Patrick was in a sales call and he was unsuccessful at closing his sale.However, he personally feels that his sales call was successful.What could be the primary reason why Patrick feels that way?

John, a regional sales manager anticipates that Marie, one of his customers will order at least 5% more tires this year for her thriving tire store.Which of the following options best characterizes the "A" in the acronym SMART?

Rosa sells how-to books.When she went on her sales call to the Book Nook, she knew the purchasing policies of the store, who made the buying decisions, and the terms that the store needed.Where would Rosa likely find this type of information?

Which of the following is NOT associated with the classic types of personalities related with call reluctance?

Setting a SMART sales objective involves setting objectives which are:

A "Hyper-Pro CR" salesperson is someone who is obsessed with image and feels they are being humiliated in the sales role.

Because they are so busy, many executives have filtration systems, often called gatekeepers, to protect their time.What would you not suggest a professional salesperson do in order to get through this system?

Which of the following is not directly linked to a salesperson engaged in a sales planning activity?

Edward is trying to improve his image as a trustworthy salesperson.He is trying his best to focus on similarity and compatibility elements of building a trustworthy relationship.Which of the following questions should Edward ask himself to make this process easier?

List the four steps involved in creating a customer benefit plan.

The last step of pre-approach is developing and rehearsing the sales presentation.

What does the "M" in the acronym SMART stand for?

List the prospect's five mental steps in buying then, provide a key characteristic or challenge associated with each.

When Eddie determines and then suggests the type and quantity of bolts, nuts, screws and other fasteners his customer should buy, he is working on step three of his customer benefit plan.

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Approach Begin Your Presentation Strategically

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters

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

Which of the following is a good sales call objective?

What are the first three steps involved in developing the customer benefit plan in their correct order?

In order to create a mutually beneficial agreement, the salesperson must work independently to overcome the challenges that the client may have.

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

Studies have shown that setting a goal instead of writing it down leads to a better success rate of achieving the goal.

Patrick was in a sales call and he was unsuccessful at closing his sale.However, he personally feels that his sales call was successful.What could be the primary reason why Patrick feels that way?

John, a regional sales manager anticipates that Marie, one of his customers will order at least 5% more tires this year for her thriving tire store.Which of the following options best characterizes the "A" in the acronym SMART?

Rosa sells how-to books.When she went on her sales call to the Book Nook, she knew the purchasing policies of the store, who made the buying decisions, and the terms that the store needed.Where would Rosa likely find this type of information?

Which of the following is NOT associated with the classic types of personalities related with call reluctance?

Setting a SMART sales objective involves setting objectives which are:

A "Hyper-Pro CR" salesperson is someone who is obsessed with image and feels they are being humiliated in the sales role.

Because they are so busy, many executives have filtration systems, often called gatekeepers, to protect their time.What would you not suggest a professional salesperson do in order to get through this system?

Which of the following is not directly linked to a salesperson engaged in a sales planning activity?

Edward is trying to improve his image as a trustworthy salesperson.He is trying his best to focus on similarity and compatibility elements of building a trustworthy relationship.Which of the following questions should Edward ask himself to make this process easier?

List the four steps involved in creating a customer benefit plan.

The last step of pre-approach is developing and rehearsing the sales presentation.

What does the "M" in the acronym SMART stand for?

List the prospect's five mental steps in buying then, provide a key characteristic or challenge associated with each.

When Eddie determines and then suggests the type and quantity of bolts, nuts, screws and other fasteners his customer should buy, he is working on step three of his customer benefit plan.

The Life, Times, and Career of the Professional Salesperson

Ethics Firstthen Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Successful Selling: How to Build Relationships

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

The Approach Begin Your Presentation Strategically

The Presentation Elements of Effective Persuasion

Objections Address Your Prospects Concerns

Closing the Beginning of a New Relationship

Follow-Up Maintain and Strengthen the Relationship

Time, Territory, and Self-Management

Retail, Business Services, and Nonprofit Selling

Filters