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

What is the salesperson attempting to do when he/she provides a brief summary of his/her company's relative strengths in the marketplace?

For which of the following products would a salesperson be most likely to use a problem solution sales presentation?

In your role as a professional salesperson,it is important that you select a sales presentation method to use in a particular situation based upon your knowledge of your customer,sales call objective,and benefit plan.

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

What should be included in a marketing plan for a retailer that is buying a new inventory system?

The textbook identifies nine steps a salesperson should follow so as to increase the likelihood of a successful telephone sales call.Identify those 9 steps and provide a brief description of each step?

What term describes a salesperson that fears calling customers?

The canned presentation is ineffective in door-to-door selling.

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

Which of the following presentation methods allows for greater customization according to the textbook?

You have been asked to provide one single tip to a group of new salespersons.Which of the following is likely to be your number one tip to this group?

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

A particular company insists that its salespeople use the same "canned" sales presentation.One of the possible reasons for the company's position could be the fact its sale force is inexperienced.

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?

You have been asked to explain to a new salesperson the importance of creating appropriate sales call objectives.Which of the following would you consider including in your explanation as examples of sales call objectives?

What should a customer profile tell the salesperson?

For which of the following products would a salesperson be most likely to use a memorized sales presentation?

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:

Which of the following are good tips associated with leaving a voice mail that will improve your odds of speaking with a prospect?

A salesperson does most of the talking and often much of the talk is about benefits of no use to the prospect.Customers often perceive this approach as a high pressure sales.What kind of sales presentation best fits these two statements?