Exam 8: Planning the Sales Call Is a Must

The better a salesperson is at creatively marshaling all available resources to address a customer's strategic needs, the stronger the customer relationship becomes.

When a salesperson has determined that a prospect is in the desire stage of the mental buying process, then the salesperson should attempt to close.

All of the following hold true of the customer relationship model EXCEPT:

To keep from creating a sales bias, a customer profile typically contains no information about a prospect's buying history.

A plan is a method of achieving an end.

Planning a sales call reflects professionalism and generally increases sales.

In which of the prospect's mental steps would interruptions be most difficult for a salesperson to overcome?

Adrian, who has just met his prospect, begins by telling an interesting story about the last customer who bought his product and benefited by it immediately. The prospect is initially interested but growing impatient. What should Adrian do?

What is the primary purpose of developing a customer profile sheet?

Successful people have a tendency to make, implement, and evaluate plans.

Gene sells ski clothing and is meeting with the retail buyer for a large ski resort. When the prospect says, "I've seen enough, Gene. There is no doubt in my mind that your company will provide our resort with the best quality ski clothes for the money," the prospect has reached the mental step called:

Nervousness is a normal component of giving sales presentations, and there is nothing that can be done to reduce it.

Which component of a customer benefit plan most likely includes price, percent markup, and ROI?

List four reasons why a salesperson should carefully plan his/her sales call.

The first three steps involved in developing the customer benefit plan, in their correct order, are:

How do experienced salespeople guide the customer in the direction of a preplanned outcome? Provide examples of statements or questions that might accomplish this goal.

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

The ability of a salesperson to provide a "standard" solution for all customers is critical today.

a(n. _____ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

When Bruce Compton selects the features and advantages of a product that he will present to a prospect, Bruce is working on step three of a customer benefit plan.