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

In which of the prospect's mental steps would interruptions by a secretary,a long-distance phone call,and the prospect's need to leave the office in the next fifteen minutes be most distracting to a salesperson?

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

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 based on the assumption that similar prospects facing similar situations should be approached with similar sales presentations?

To use the formula sales presentation,the salesperson needs not know very little about the prospect.

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

According to the authors of the textbook,a good preapproach 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 preapproach letter?

Which of the following are good sales call objectives?

The term "gatekeeper" is often associated with someone in an organization that makes procurement decisions.

You are about to call a first time buyer.As you plan your call to secure an appointment,what should be the first thing you do before you actually call the potential buyer?

The textbook offers a series of tips design to help you overcome company gatekeepers.Which of the following are NOT tips offered by the authors of the textbook?

In which of the mental steps does the prospect decide he should buy from you because there are no remaining doubts in his mind?

A problem-solution sales presentation method has normally nine different but inter-related steps that should be followed carefully.

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

Closing the sale can be the easiest step in the sales presentation.

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

What does the acronym CRM stand for?

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 interactive need-satisfaction sales presentation method is most appropriate where information needs to be gathered from the prospect.

The use of the memorized sales presentation is based on two different assumptions underpinning this sales presentation approach.Identify those two assumptions?