Exam 8: Planning the Sales Call Is a Must

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According to the text, when setting sales call objectives, the salesperson should think SMART. What do the letters in this acronym advice the salesperson to do?

(Essay)

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Question 21

What are the four steps of sales call planning?

(Essay)

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Question 22

According to the text, empathy and kindness are the primary bridges between buyer and seller.

(True/False)

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Question 23

Value analysis is an example of a business proposition for an industrial product.

(True/False)

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Question 24

What is the second step in developing a customer benefit plan?

(Multiple Choice)

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Question 25

Comment on the following statement: "Today's salespeople need to be creative problem-solvers."

(Essay)

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Question 26

Which of the following statements is most likely true?

(Multiple Choice)

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Question 27

Which term refers to the main purpose of a salesperson's contact with a prospect?

(Multiple Choice)

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Question 28

A marketing plan for a retailer should most likely include how to:

(Multiple Choice)

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Question 29

Which of the following is a component of sales call planning?

(Multiple Choice)

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Question 30

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

(True/False)

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Question 31

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

(True/False)

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Question 32

Which of the following is the most likely reason that salespeople plan their sales calls?

(Multiple Choice)

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Question 33

Closing the sale can be the easiest step in the sales presentation if the previous steps have been followed well.

(True/False)

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Question 34

In planning a preapproach for a multinational corporation, Peter Austin should first:

(Multiple Choice)

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Question 35

A salesperson engaged in sales call planning should:

(Multiple Choice)

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Question 36

The fact that Clearwater Hampers has repeat corporate customers indicates that it most likely creates _____ with its customers.

(Multiple Choice)

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Question 37

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

(True/False)

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Question 38

Mutual goals of customers and sales organizations include increasing sales and profits.

(True/False)

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Question 39

As a salesperson for a restaurant equipment supplier, you have decided to call on Frederick Hawkins, the owner of Fred's House of Pancakes. If Frederick decides to discuss your products then he is most likely in the ________ stage of the buying decision.

(Multiple Choice)

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Question 40

Showing 21 - 40 of 100

According to the text, when setting sales call objectives, the salesperson should think SMART. What do the letters in this acronym advice the salesperson to do?

What are the four steps of sales call planning?

According to the text, empathy and kindness are the primary bridges between buyer and seller.

Value analysis is an example of a business proposition for an industrial product.

What is the second step in developing a customer benefit plan?

Comment on the following statement: "Today's salespeople need to be creative problem-solvers."

Which of the following statements is most likely true?

Which term refers to the main purpose of a salesperson's contact with a prospect?

A marketing plan for a retailer should most likely include how to:

Which of the following is a component of sales call planning?

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

A salesperson knows that a prospect's desire for a product is solidified when the potential buyer asks a question about price.

Which of the following is the most likely reason that salespeople plan their sales calls?

Closing the sale can be the easiest step in the sales presentation if the previous steps have been followed well.

In planning a preapproach for a multinational corporation, Peter Austin should first:

A salesperson engaged in sales call planning should:

The fact that Clearwater Hampers has repeat corporate customers indicates that it most likely creates _____ with its customers.

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

Mutual goals of customers and sales organizations include increasing sales and profits.

As a salesperson for a restaurant equipment supplier, you have decided to call on Frederick Hawkins, the owner of Fred's House of Pancakes. If Frederick decides to discuss your products then he is most likely in the ________ stage of the buying decision.

The Life, Times, and Career of the Professional Salesperson

Relationship Marketing: Where Personal Selling Fits

Ethics First Then Customer Relationships

The Psychology of Selling: Why People Buy

Communication for Relationship Building: Its Not All Talk

Sales Knowledge: Customers, Products, Technologies

Prospecting the Lifeblood of Selling

Carefully Select Which Sales Presentation Method to Use

Begin Your Presentation Strategically

Elements of a Great Sales Presentation

Welcome Your Prospects Objections

Closing Begins the Relationship

Service and Follow-Up for Customer Retention

Time, Territory, and Self-Management: Keys to Success

Planning, Staffing, and Training Successful Salespeople

Motivation, Compensation, Leadership, and Evaluation of Salespeople

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