Question 1

Which of the following is a disadvantage of the memorized sales presentation?

Accepted Answer

A)  The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople. 
B)  The memorized sales presentation includes too much prospect participation. 
C)  The memorized sales presentation is not effective when selling time is short. 
D)  The memorized sales presentation presents features, advantages, and benefits that may not be important to the buyer. 
E)  Salespeople often are disorganized when they use the memorized sales presentation approach. 
A)  The difficulty involved in preparing and using the memorized sales presentation often frightens inexperienced salespeople. 
B)  The memorized sales presentation includes too much prospect participation. 
C)  The memorized sales presentation is not effective when selling time is short. 
D)  The memorized sales presentation presents features, advantages, and benefits that may not be important to the buyer. 
E)  Salespeople often are disorganized when they use the memorized sales presentation approach.

Question 2

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

Accepted Answer

A)  engage the gatekeeper because they have some power in organizations 
B)  use whatever sneaky tactic you can to manipulate them 
C)  ignore them, after all they are usually just secretaries with little influence 
D)  bribe them: a little investment will buy you lots of cooperation 
E)  sweet talk them to get them on your side 
A)  engage the gatekeeper because they have some power in organizations 
B)  use whatever sneaky tactic you can to manipulate them 
C)  ignore them, after all they are usually just secretaries with little influence 
D)  bribe them: a little investment will buy you lots of cooperation 
E)  sweet talk them to get them on your side

Question 3

There are four phases in most negotiations with a potential customer.Under which phase would you include finding out what other products or services your prospect is considering?

Accepted Answer

A)  the introduction phase 
B)  the face-to-face phase 
C)  the studying phase 
D)  the cold call phase 
E)  during the overcoming objections phase 
A)  the introduction phase 
B)  the face-to-face phase 
C)  the studying phase 
D)  the cold call phase 
E)  during the overcoming objections phase

Question 4

Memorized sales presentation have virtually no benefits to the company or the salesperson; hence,they should be avoided.

Accepted Answer

A) True 
 B)False

Question 5

Salespeople that are strategic problem solvers tends to keep which of the following activities as central to his/her selling activities?

Accepted Answer

A)  understands the customer's needs 
B)  has a strong understanding of the customer's business 
C)  develops solutions focused on solving problems or challenges 
D)  develops mutually beneficial outcomes 
E)  all of these choices are correct 
A)  understands the customer's needs 
B)  has a strong understanding of the customer's business 
C)  develops solutions focused on solving problems or challenges 
D)  develops mutually beneficial outcomes 
E)  all of these choices are correct

Question 6

The first of a prospect's five mental steps in buying is ignorance.

Accepted Answer

A) True 
 B)False

Question 7

Mandeep is going on his first sales call,and he is very nervous.Which of the following would you tell Mandeep would be the most critical step linked to a successful sales call and decrease his level of nervousness?

Accepted Answer

A)  be able to motivate the customer to buy even if the customer does not really need the product 
B)  continually monitor the competition 
C)  plan the sales call 
D)  ignore customer objections 
E)  schedule the length of each sales call to be no more than thirty minutes 
A)  be able to motivate the customer to buy even if the customer does not really need the product 
B)  continually monitor the competition 
C)  plan the sales call 
D)  ignore customer objections 
E)  schedule the length of each sales call to be no more than thirty minutes

Question 8

Peter works as a financial planner for a Canadian Bank.After several meetings Marie,a large potential investor,turns to Peter and says: "you and your company are the perfect fit for us and,we are prepared to make a large purchase." Which of the following steps best characterizes Marie's statement?

Accepted Answer

A)  action 
B)  interest 
C)  conviction 
D)  desire 
E)  purchase 
A)  action 
B)  interest 
C)  conviction 
D)  desire 
E)  purchase

Question 9

Which of the following is NOT a reason why salespeople need to plan their sales calls?

Accepted Answer

A)  Planning a sales call creates professionalism. 
B)  Planning a sales call builds self-confidence. 
C)  If you plan your sales call, you develop an atmosphere of goodwill. 
D)  If you plan your sales call, you do not waste time waiting to see your prospect. 
E)  Planning a sales call increases your sales. 
A)  Planning a sales call creates professionalism. 
B)  Planning a sales call builds self-confidence. 
C)  If you plan your sales call, you develop an atmosphere of goodwill. 
D)  If you plan your sales call, you do not waste time waiting to see your prospect. 
E)  Planning a sales call increases your sales.

Question 10

Under what kind of setting are you most likely find a structured sales presentation being used?

Accepted Answer

A)  selling office equipment and cash registers 
B)  retail department store clerks 
C)  selling perishable products 
D)  selling products on the telephone 
E)  selling to professionals like lawyers and architects 
A)  selling office equipment and cash registers 
B)  retail department store clerks 
C)  selling perishable products 
D)  selling products on the telephone 
E)  selling to professionals like lawyers and architects

Question 11

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

Accepted Answer

A) True 
 B)False

Question 12

John,a regional sales manager anticipates that Marie,one of his customers will order at least 5% more tires this year for her thriving tire store.Which of the following options best characterizes the "A" in the acronym SMART?

Accepted Answer

A)  enhance relationship building 
B)  be based on marketing research 
C)  relate to the present and future needs of the customer 
D)  create references 
E)  be realistic 
A)  enhance relationship building 
B)  be based on marketing research 
C)  relate to the present and future needs of the customer 
D)  create references 
E)  be realistic

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

Good business relationships are built on your knowledge of your company,industry,and customers' needs.

Accepted Answer

A) True 
 B)False

Question 15

What involves a persuasive vocal and visual explanation of a business proposition?

Accepted Answer

A)  preapproach 
B)  display premise 
C)  sales presentation 
D)  trial close 
E)  benefit close 
A)  preapproach 
B)  display premise 
C)  sales presentation 
D)  trial close 
E)  benefit close

Question 16

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?

Accepted Answer

A)  "Could I see him this afternoon?" 
B)  "Could I bring him a bag lunch tomorrow?" 
C)  "When would it be best to see him?" 
D)  "Do you think he would be interested in meeting with me?" 
E)  "Can you see if I can get an appointment for 10:00 Friday morning?" 
A)  "Could I see him this afternoon?" 
B)  "Could I bring him a bag lunch tomorrow?" 
C)  "When would it be best to see him?" 
D)  "Do you think he would be interested in meeting with me?" 
E)  "Can you see if I can get an appointment for 10:00 Friday morning?"

Question 17

Setting a SMART sales objective involves setting objectives which are:

Accepted Answer

A)  Simple, Meaningful, Attention getting, Random, Time limited 
B)  Specific, Meaningful, Articulated, Revolving, Time limited 
C)  Specific, Measurable, Articulate, Relevant, Time bounded 
D)  Specific, Measurable, Achievable, Relevant, Time bounded 
E)  Singular, Measurable, Achievable, Relevant, Time honoured 
A)  Simple, Meaningful, Attention getting, Random, Time limited 
B)  Specific, Meaningful, Articulated, Revolving, Time limited 
C)  Specific, Measurable, Articulate, Relevant, Time bounded 
D)  Specific, Measurable, Achievable, Relevant, Time bounded 
E)  Singular, Measurable, Achievable, Relevant, Time honoured

Question 18

The textbook introduces four presentation methods.What is the basic distinguishing factor that differentiates these four presentation methods?

Accepted Answer

A)  type of customer 
B)  percentage of the conversation controlled by the salesperson 
C)  type of product 
D)  measurability of the sales call objective 
E)  number of decision makers 
A)  type of customer 
B)  percentage of the conversation controlled by the salesperson 
C)  type of product 
D)  measurability of the sales call objective 
E)  number of decision makers

Question 19

Ingrid is selling a local area network (LAN)to an engineering company.She is doing a sales presentation to all of the people who will be using the LAN.She has just finished giving a brief history of her company and discussing the firm's philosophy to the 25 people in the room.She has also mentioned a few large companies that her firm has worked with in the past.What is Ingrid attempting to do by providing the company's history and its philosophy?

Accepted Answer

A)  relax her audience 
B)  establish credibility 
C)  create a selling environment 
D)  educate her audience 
E)  create interest in her company 
A)  relax her audience 
B)  establish credibility 
C)  create a selling environment 
D)  educate her audience 
E)  create interest in her company

Question 20

Because they are so busy,many executives have filtration systems often called gatekeepers to protect their time.What would you suggest a professional salesperson do in order to get through this system?

Accepted Answer

A)  not waste time waiting 
B)  develop friends in the prospect's firm 
C)  call at the right time on the right person 
D)  be determined and believe it can be done 
E)  all of these choices are correct 
A)  not waste time waiting 
B)  develop friends in the prospect's firm 
C)  call at the right time on the right person 
D)  be determined and believe it can be done 
E)  all of these choices are correct

Which of the following is a disadvantage of the memorized sales presentation?

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

There are four phases in most negotiations with a potential customer.Under which phase would you include finding out what other products or services your prospect is considering?

Memorized sales presentation have virtually no benefits to the company or the salesperson; hence,they should be avoided.

Salespeople that are strategic problem solvers tends to keep which of the following activities as central to his/her selling activities?

The first of a prospect's five mental steps in buying is ignorance.

Mandeep is going on his first sales call,and he is very nervous.Which of the following would you tell Mandeep would be the most critical step linked to a successful sales call and decrease his level of nervousness?

Peter works as a financial planner for a Canadian Bank.After several meetings Marie,a large potential investor,turns to Peter and says: "you and your company are the perfect fit for us and,we are prepared to make a large purchase." Which of the following steps best characterizes Marie's statement?

Which of the following is NOT a reason why salespeople need to plan their sales calls?

Under what kind of setting are you most likely find a structured sales presentation being used?

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

John,a regional sales manager anticipates that Marie,one of his customers will order at least 5% more tires this year for her thriving tire store.Which of the following options best characterizes the "A" in the acronym SMART?

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

Good business relationships are built on your knowledge of your company,industry,and customers' needs.

What involves a persuasive vocal and visual explanation of a business proposition?

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?

Setting a SMART sales objective involves setting objectives which are:

The textbook introduces four presentation methods.What is the basic distinguishing factor that differentiates these four presentation methods?

Because they are so busy,many executives have filtration systems often called gatekeepers to protect their time.What would you suggest a professional salesperson do in order to get through this system?

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 is a disadvantage of the memorized sales presentation?

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

There are four phases in most negotiations with a potential customer.Under which phase would you include finding out what other products or services your prospect is considering?

Memorized sales presentation have virtually no benefits to the company or the salesperson; hence,they should be avoided.

Salespeople that are strategic problem solvers tends to keep which of the following activities as central to his/her selling activities?

The first of a prospect's five mental steps in buying is ignorance.

Mandeep is going on his first sales call,and he is very nervous.Which of the following would you tell Mandeep would be the most critical step linked to a successful sales call and decrease his level of nervousness?

Peter works as a financial planner for a Canadian Bank.After several meetings Marie,a large potential investor,turns to Peter and says: "you and your company are the perfect fit for us and,we are prepared to make a large purchase." Which of the following steps best characterizes Marie's statement?

Which of the following is NOT a reason why salespeople need to plan their sales calls?

Under what kind of setting are you most likely find a structured sales presentation being used?

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

John,a regional sales manager anticipates that Marie,one of his customers will order at least 5% more tires this year for her thriving tire store.Which of the following options best characterizes the "A" in the acronym SMART?

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

Good business relationships are built on your knowledge of your company,industry,and customers' needs.

What involves a persuasive vocal and visual explanation of a business proposition?

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?

Setting a SMART sales objective involves setting objectives which are:

The textbook introduces four presentation methods.What is the basic distinguishing factor that differentiates these four presentation methods?

Because they are so busy,many executives have filtration systems often called gatekeepers to protect their time.What would you suggest a professional salesperson do in order to get through this system?

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