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

Phyllis sells for a manufacturer of a line of forged steel gardening tools.What should she include in her marketing plan for a hardware store?

(Multiple Choice)

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Question 101

Which of the following are NOT strong rationale for not including pricing details in your sales proposal that is likely to become a group sales presentation?

(Multiple Choice)

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Question 102

The memorized sales presentation proceeds slowly through the sales presentation to the close.

(True/False)

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Question 103

A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy the product.Select these steps in their correct order.

(Multiple Choice)

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Question 104

Jenny sells medical equipment like examination tables and dental chairs.She has been advised that she should contact the comptroller at the Hamilton Public Hospital because the hospital plans on building and equipping 150 medical and dental offices in its new health care complex.Jenny has not yet made the sales call because she hates to be pushy.Which of the following best describes Jenny's current behaviour?

(Multiple Choice)

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Question 105

During the 'studying" phase in negotiations,it is a good idea to attempt to identify what other companies,products or services your prospect is considering.

(True/False)

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Question 106

Which of the following statements about Team Selling is correct?

(Multiple Choice)

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Question 107

In what kind of selling situation is interactive need-satisfaction selling most effective?

(Essay)

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Question 108

Ardel has selected a selling technique in which she has more control over the amount of the conversation between buyer and seller more than with any other sales presentation method.What technique is Ardel using?

(Multiple Choice)

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Question 109

A well-planned telephone call can be effective in securing an appointment with a prospect and save a great deal of time for both you and the prospect.Which of the following is/are critical steps in executing an effective sales call?

(Multiple Choice)

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Question 110

Which type of presentation methods is most likely to be used in a transactional sales interaction?

(Multiple Choice)

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Question 111

In the interactive need-satisfaction sales presentation,the first 50 to 60 percent of the conversation time (referred to as the need awareness phase)is devoted to allowing the prospect to discuss his needs.

(True/False)

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Question 112

Bailey refuses to be coached and rebuffs advice given by her sales colleagues.In terms of call reluctance,Bailey would be considered:

(Multiple Choice)

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Question 113

Showing 101 - 113 of 113

Phyllis sells for a manufacturer of a line of forged steel gardening tools.What should she include in her marketing plan for a hardware store?

Which of the following are NOT strong rationale for not including pricing details in your sales proposal that is likely to become a group sales presentation?

The memorized sales presentation proceeds slowly through the sales presentation to the close.

A salesperson's prospects go through several mental steps in deciding whether to buy or not to buy the product.Select these steps in their correct order.

During the 'studying" phase in negotiations,it is a good idea to attempt to identify what other companies,products or services your prospect is considering.

Which of the following statements about Team Selling is correct?

In what kind of selling situation is interactive need-satisfaction selling most effective?

Ardel has selected a selling technique in which she has more control over the amount of the conversation between buyer and seller more than with any other sales presentation method.What technique is Ardel using?

A well-planned telephone call can be effective in securing an appointment with a prospect and save a great deal of time for both you and the prospect.Which of the following is/are critical steps in executing an effective sales call?

Which type of presentation methods is most likely to be used in a transactional sales interaction?

In the interactive need-satisfaction sales presentation,the first 50 to 60 percent of the conversation time (referred to as the need awareness phase)is devoted to allowing the prospect to discuss his needs.

Bailey refuses to be coached and rebuffs advice given by her sales colleagues.In terms of call reluctance,Bailey would be considered:

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

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