Question 1

Which of the following are 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)  all of these choices are correct 
A)  develop sales call objectives 
B)  develop the sales presentation 
C)  develop or review a customer profile 
D)  develop a customer benefit plan 
E)  all of these choices are correct

Question 2

Of all the possible sales presentation methods,seminar selling is by far the most effective.

Accepted Answer

A) True 
 B)False

Question 3

List and discuss the four phases of Negotiation.

Accepted Answer

Planning,M

Question 4

In the acronym SMART,the "R" stands for "relevant to your customer."

Accepted Answer

A) True 
 B)False

Question 5

The interactive need-satisfaction sales presentation is semi-structured.

Accepted Answer

A) True 
 B)False

Question 6

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 7

Identify two situations whereby it would be wise for a company to insist that its sales force use a very structured presentation approach.

Accepted Answer

1.a consistent message about the company

Question 8

Which of the following would you NOT consider to be an advantage of a structured sales presentation?

Accepted Answer

A)  helps the salesperson identify hidden needs 
B)  ensures consistency in the presentation message 
C)  great for inexperienced salespersons 
D)  helps focus the presentation on the product's features and benefits 
E)  complements the problem-solving approach 
A)  helps the salesperson identify hidden needs 
B)  ensures consistency in the presentation message 
C)  great for inexperienced salespersons 
D)  helps focus the presentation on the product's features and benefits 
E)  complements the problem-solving approach

Question 9

There is very little a salesperson can do to decrease the level of nervousness salespeople experience when making sales call.The textbook recommends salespersons simply accept the fact being nervous is a function of the job.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following statements about group sales presentations is false?

Accepted Answer

A)  During the presentation do not mentioning other clients you have sold to in the past. 
B)  When explaining why your company is the best choice as a supplier a detailed list of comparative strengths and weaknesses is often very helpful. 
C)  It is often a great idea to use a proposal document as a script during your presentation. 
D)  It is a good idea to contact decision makers prior to the actual sales presentation 
E)  None of these choices are correct 
A)  During the presentation do not mentioning other clients you have sold to in the past. 
B)  When explaining why your company is the best choice as a supplier a detailed list of comparative strengths and weaknesses is often very helpful. 
C)  It is often a great idea to use a proposal document as a script during your presentation. 
D)  It is a good idea to contact decision makers prior to the actual sales presentation 
E)  None of these choices are correct

Question 11

The interactive need-satisfaction presentation method is effective not only in completing sales,but also in establishing long-term buyer-seller relationships with mutual win-win outcomes.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is a disadvantage of the interactive needs-satisfaction sales presentation?

Accepted Answer

A)  Some salespeople feel uncomfortable with the interactive needs-satisfaction sales presentation method because they feel they are less in control when using this approach. 
B)  The interactive needs-satisfaction sales presentation is impractical for selling highly technical products. 
C)  The interactive needs-satisfaction sales presentation proceeds too quickly through the sales presentation to the close. 
D)  The interactive needs-satisfaction sales presentation presents features, advantages, and benefits that may not be important to the buyer. 
E)  The interactive needs-satisfaction sales presentation permits very little prospect participation. 
A)  Some salespeople feel uncomfortable with the interactive needs-satisfaction sales presentation method because they feel they are less in control when using this approach. 
B)  The interactive needs-satisfaction sales presentation is impractical for selling highly technical products. 
C)  The interactive needs-satisfaction sales presentation proceeds too quickly through the sales presentation to the close. 
D)  The interactive needs-satisfaction sales presentation presents features, advantages, and benefits that may not be important to the buyer. 
E)  The interactive needs-satisfaction sales presentation permits very little prospect participation.

Question 13

Memorized sales presentations call for very little talking on the part of the salesperson.In fact,the objective of these types of sales presentations is simply to ascertain customers' needs.

Accepted Answer

A) True 
 B)False

Question 14

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 15

The formula selling approach works well in straight rebuy and modified rebuy situations,especially with consumer goods.

Accepted Answer

A) True 
 B)False

Question 16

According to research undertaken by the Behavioral Sciences Research Press,the issue of Call Reluctance is widespread in industry.Which of the following are NOT supported by this research?

Accepted Answer

A)  call reluctance is financially costly to a salesperson, however, customers tend to benefit from dealing with salespeople that experience call reluctance 
B)  call reluctance may cost a typical salesperson as much as $30,000 per year in lost commissions 
C)  given time, salespeople tend to overcome call reluctance and embrace the process of calling customers 
D)  call-reluctant stockbrokers acquire 8fewer new accounts per year than brokers who have learned to manage their fear 
E)  none of these choices are correct 
A)  call reluctance is financially costly to a salesperson, however, customers tend to benefit from dealing with salespeople that experience call reluctance 
B)  call reluctance may cost a typical salesperson as much as $30,000 per year in lost commissions 
C)  given time, salespeople tend to overcome call reluctance and embrace the process of calling customers 
D)  call-reluctant stockbrokers acquire 8fewer new accounts per year than brokers who have learned to manage their fear 
E)  none of these choices are correct

Question 17

The formula selling approach is based on the AIDA procedure of developing and giving the sales presentation.

Accepted Answer

A) True 
 B)False

Question 18

The customer benefit plan contains the nucleus of the information used by a salesperson in a sales presentation.What would a salesperson NOT include in step three a customer benefit plan?

Accepted Answer

A)  the features 
B)  forecast of profit per square feet 
C)  payment plan 
D)  projected return on investment 
E)  suggested margin 
A)  the features 
B)  forecast of profit per square feet 
C)  payment plan 
D)  projected return on investment 
E)  suggested margin

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

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?

Accepted Answer

A)  interactive method 
B)  SELL sequence 
C)  business proposition 
D)  FAB process 
E)  action enhancement method 
A)  interactive method 
B)  SELL sequence 
C)  business proposition 
D)  FAB process 
E)  action enhancement method

Which of the following are directly linked to a salesperson engaged in a sales planning activity?

Of all the possible sales presentation methods,seminar selling is by far the most effective.

List and discuss the four phases of Negotiation.

In the acronym SMART,the "R" stands for "relevant to your customer."

The interactive need-satisfaction sales presentation is semi-structured.

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

Identify two situations whereby it would be wise for a company to insist that its sales force use a very structured presentation approach.

Which of the following would you NOT consider to be an advantage of a structured sales presentation?

There is very little a salesperson can do to decrease the level of nervousness salespeople experience when making sales call.The textbook recommends salespersons simply accept the fact being nervous is a function of the job.

Which of the following statements about group sales presentations is false?

The interactive need-satisfaction presentation method is effective not only in completing sales,but also in establishing long-term buyer-seller relationships with mutual win-win outcomes.

Which of the following is a disadvantage of the interactive needs-satisfaction sales presentation?

Memorized sales presentations call for very little talking on the part of the salesperson.In fact,the objective of these types of sales presentations is simply to ascertain customers' needs.

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

The formula selling approach works well in straight rebuy and modified rebuy situations,especially with consumer goods.

According to research undertaken by the Behavioral Sciences Research Press,the issue of Call Reluctance is widespread in industry.Which of the following are NOT supported by this research?

The formula selling approach is based on the AIDA procedure of developing and giving the sales presentation.

The customer benefit plan contains the nucleus of the information used by a salesperson in a sales presentation.What would a salesperson NOT include in step three a customer benefit plan?

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

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?

The Life,times,and Career of the Professional Salesperson

Ethics First Then 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 are directly linked to a salesperson engaged in a sales planning activity?

Of all the possible sales presentation methods,seminar selling is by far the most effective.

List and discuss the four phases of Negotiation.

In the acronym SMART,the "R" stands for "relevant to your customer."

The interactive need-satisfaction sales presentation is semi-structured.

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

Identify two situations whereby it would be wise for a company to insist that its sales force use a very structured presentation approach.

Which of the following would you NOT consider to be an advantage of a structured sales presentation?

There is very little a salesperson can do to decrease the level of nervousness salespeople experience when making sales call.The textbook recommends salespersons simply accept the fact being nervous is a function of the job.

Which of the following statements about group sales presentations is false?

The interactive need-satisfaction presentation method is effective not only in completing sales,but also in establishing long-term buyer-seller relationships with mutual win-win outcomes.

Which of the following is a disadvantage of the interactive needs-satisfaction sales presentation?

Memorized sales presentations call for very little talking on the part of the salesperson.In fact,the objective of these types of sales presentations is simply to ascertain customers' needs.

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

The formula selling approach works well in straight rebuy and modified rebuy situations,especially with consumer goods.

According to research undertaken by the Behavioral Sciences Research Press,the issue of Call Reluctance is widespread in industry.Which of the following are NOT supported by this research?

The formula selling approach is based on the AIDA procedure of developing and giving the sales presentation.

The customer benefit plan contains the nucleus of the information used by a salesperson in a sales presentation.What would a salesperson NOT include in step three a customer benefit plan?

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

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?

The Life,times,and Career of the Professional Salesperson

Ethics First Then 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