Exam 5: Customer Interaction Management

If during a sales presentation for industrial canning equipment you ask the prospective buyer, "Do you prefer the added labeling equipment or the automated lid cleaners?" and she replies, "The labels." You would then most likely move directly to the final close.

Voicing product concerns often indicates that a potential customer does not have sufficient information from which to make a purchasing decision.

Research has shown that there is no relationship between the number of needs a salesperson uncovers and selling success.

Which of the following statement(s) is(are) true about follow-up activities?

Precall planning should be used to help collect your thoughts and organize your sales strategy prior to meeting the buyer face to face.

The main objective of a salesperson's formal presentation is:

Direct marketing organizations such as Mary Kay Cosmetics and Avon Products will usually train their salespeople to use a need-satisfaction type of sales presentation.

The problem-solution model of selling is based on the notion that onoly certain customers will and should buy your product or service.

"Recognition by one's boss" is an example of a personal motive for making a purchase decision.

Written sales proposals should discuss which of the following?

Which of the following skills are used in the interaction phase of the selling process?

According to one study of successful and less successful salespeople, successful people typically open the selling process by asking questions.

Salespeople are well advised to keep e-mail messages brief.

Which of the following is not necessarily a good means for reducing relationship anxiety early in the sales call:

Establishing rapport with the buyers is most directly related to:

The primary objective of a sales presentation is to convince the customer of the superiority of your product compared to your competitor's product.

Most encyclopedia companies have their sales representatives use a prepared flip chart notebook and examples of their books during a sales presentation. Which type of selling method is this?

"May I ask you a few questions about your current manufacturing processes?" is an example of a:

The most difficult sales approach occurs when the sales call is the first meeting with the prospect and there has been no prior attempt to communicate with the buyer.

Overcoming buying concerns is the first step in the personal selling process.