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

The marketing plan includes topics for both resellers and end-users.Select any three topics for both resellers and end-users and describe them.

Which of the following tactics should be used to help manage gatekeepers?

It is impossible for a salesperson to make a sales call without a sales call objective.

Marie is experiencing some challenges overcoming the gatekeeper at a company she would love to make a presentation to.She seeks your advice and provides you with five alternatives that she is considering using next time she calls the company.Which of the following would you suggest she use?

Erica is a successful salesperson.Her secret to success is building trustworthy relationships with her clients.She spends a lot of time focusing on questioning herself on her communication.Which of the following questions Erica might normally ask herself to make her communication skills exemplary in order to build a trustworthy relationship?

Which of the following does not qualify as a sales call purpose?

What is the second of the five mental steps that a prospect goes through in deciding to buy from you?

What is the correct sequence of events in a developed presentation?

Discuss the skills and knowledge that top salespeople have who are effective strategic problem solvers.

Zac is selling a product to a reseller.Which one of the following items would not be part of his business proposition plan?

According to the authors of the textbook, a good pre-approach letter can be a valuable sales tool even in the age of social media.Which of the following is NOT a recommended tip offered by the authors when crafting a pre-approach letter?

A salesperson can plan out their entire day and actually follow through with it, but it becomes pointless if he/she does not evaluate the plan at the end of the day.

The sales call objective should be directly beneficial to the customer.

The customer benefit plan contains the nucleus of the information used in the salesperson's sales presentation.

A business plan for an end-user will not include which of the following items?

Pre-approach is an important step in the sales process.List the four most common reasons why salespeople implement the pre-approach step in their sales process.

You have been asked to explain to a new salesperson the importance of creating appropriate sales call objectives.Which of the following would you not consider including in your explanation?

What term describes a salesperson that fears calling customers?

A "Stage Fright CR" salesperson is someone who rebuffs being coached.

What information would not be part of a customer profile?