Question 1

Which term refers to a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals?

Accepted Answer

A)  Transactional relationship 
B)  Exchange-oriented dependency 
C)  Symbiotic relationship 
D)  Strategic customer relationship 
E)  Joint decision-making alliance 
A)  Transactional relationship 
B)  Exchange-oriented dependency 
C)  Symbiotic relationship 
D)  Strategic customer relationship 
E)  Joint decision-making alliance

Question 2

Tatum is a sales representative a gourmet cookware manufacturer. Tatum's marketing plan for a store that would be a logical retail outlet for her products should include:

Accepted Answer

A)  how ultimate consumers should correctly dispose of old kitchen tools. 
B)  how the retailer can adopt and facilitate the role of end-user. 
C)  how the reseller will promote the cookware once purchased. 
D)  the business proposition which the retailer will adhere to. 
E)  a purchase order based on a seller benefit plan. 
A)  how ultimate consumers should correctly dispose of old kitchen tools. 
B)  how the retailer can adopt and facilitate the role of end-user. 
C)  how the reseller will promote the cookware once purchased. 
D)  the business proposition which the retailer will adhere to. 
E)  a purchase order based on a seller benefit plan.

Question 3

During the _____ stage, the salesperson plans the sales presentation.

Accepted Answer

A)  preapproach 
B)  trial close 
C)  follow-up 
D)  approach 
E)  value analysis 
A)  preapproach 
B)  trial close 
C)  follow-up 
D)  approach 
E)  value analysis

Question 4

Planning can greatly reduce a salesperson's nervousness before a sales presentation.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is an example of a topic discussed in the business proposition segment of a sales presentation for a reseller?

Accepted Answer

A)  Demonstrations 
B)  Guarantees 
C)  Maintenance/service 
D)  Value analysis 
E)  Discounts 
A)  Demonstrations 
B)  Guarantees 
C)  Maintenance/service 
D)  Value analysis 
E)  Discounts

Question 6

In a SMART sales call objective, the "T" refers to the fact that the objective should:

Accepted Answer

A)  be timed. 
B)  have a technical-orientation. 
C)  be tested. 
D)  have a targeted rate of return. 
E)  describe trade areas. 
A)  be timed. 
B)  have a technical-orientation. 
C)  be tested. 
D)  have a targeted rate of return. 
E)  describe trade areas.

Question 7

A SMART sales call objective is specific, measurable, actionable, reliable, and temporary.

Accepted Answer

A) True 
 B)False

Question 8

According to surveys, there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

Accepted Answer

A) True 
 B)False

Question 9

When planning a sales call, the customer profile should be developed first and then based on the customer profile, the sales call objectives should be determined.

Accepted Answer

A) True 
 B)False

Question 10

The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

Accepted Answer

A) True 
 B)False

Question 11

A suggested purchase order should accompany your business proposition and marketing plan.

Accepted Answer

A) True 
 B)False

Question 12

An effective salesperson should always prepare the sales presentation before developing the customer profile and benefits.

Accepted Answer

A) True 
 B)False

Question 13

In a SMART sales call objective, the "A" and "M" refer to the fact that the objective should be:

Accepted Answer

A)  accurate and maximized. 
B)  achievable and minimum possible. 
C)  actionable and motivating. 
D)  achievable and measurable. 
E)  accurate and motivating. 
A)  accurate and maximized. 
B)  achievable and minimum possible. 
C)  actionable and motivating. 
D)  achievable and measurable. 
E)  accurate and motivating.

Question 14

The FAB formula helps a salesperson increase a prospect's desire for a product.

Accepted Answer

A) True 
 B)False

Question 15

Sasha sells how-to books and is going on a sales call to a local bookstore. Sasha knows the purchasing policies of the store, the person responsible for buying decisions, and the financial terms required by the store. Such information can be found in Sasha's:

Accepted Answer

A)  sales call objective. 
B)  marketing plan. 
C)  competitive portfolio. 
D)  customer profile. 
E)  business proposition. 
A)  sales call objective. 
B)  marketing plan. 
C)  competitive portfolio. 
D)  customer profile. 
E)  business proposition.

Question 16

What skills and knowledge do salespeople need to be effective strategic problem solvers?

Accepted Answer

They are able to uncover and understand

Question 17

A _____ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?"

Accepted Answer

A)  sales call objective 
B)  company's marketing plan 
C)  competitive portfolio 
D)  customer profile 
E)  business proposition 
A)  sales call objective 
B)  company's marketing plan 
C)  competitive portfolio 
D)  customer profile 
E)  business proposition

Question 18

A marketing plan created for an end-user most likely addresses:

Accepted Answer

A)  the business proposition. 
B)  forecasted profit and ROI. 
C)  how the product can be used. 
D)  how a reseller will sell the product once purchased. 
E)  the promotional options available for selling the product. 
A)  the business proposition. 
B)  forecasted profit and ROI. 
C)  how the product can be used. 
D)  how a reseller will sell the product once purchased. 
E)  the promotional options available for selling the product.

Question 19

Monty sells safety equipment to law enforcement agencies. Before calling on the Humphrey Sheriff's Department, he decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office. In terms of the acronym SMART, Monty's objective:

Accepted Answer

A)  had a targeted rate of return. 
B)  was specific. 
C)  was to put customer service first. 
D)  was flexible. 
E)  had reasonable attention to detail. 
A)  had a targeted rate of return. 
B)  was specific. 
C)  was to put customer service first. 
D)  was flexible. 
E)  had reasonable attention to detail.

Question 20

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.

Accepted Answer

A)  Interest, attention, desire, purchase, action. 
B)  Interest, desire, attention, conviction, purchase. 
C)  Attention, interest, desire, conviction, purchase. 
D)  Desire, attention, interest, conviction, purchase, action. 
E)  Attention, conviction, interest, desire, action, purchase. 
A)  Interest, attention, desire, purchase, action. 
B)  Interest, desire, attention, conviction, purchase. 
C)  Attention, interest, desire, conviction, purchase. 
D)  Desire, attention, interest, conviction, purchase, action. 
E)  Attention, conviction, interest, desire, action, purchase.

Which term refers to a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals?

Tatum is a sales representative a gourmet cookware manufacturer. Tatum's marketing plan for a store that would be a logical retail outlet for her products should include:

During the _____ stage, the salesperson plans the sales presentation.

Planning can greatly reduce a salesperson's nervousness before a sales presentation.

Which of the following is an example of a topic discussed in the business proposition segment of a sales presentation for a reseller?

In a SMART sales call objective, the "T" refers to the fact that the objective should:

A SMART sales call objective is specific, measurable, actionable, reliable, and temporary.

According to surveys, there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

When planning a sales call, the customer profile should be developed first and then based on the customer profile, the sales call objectives should be determined.

The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

A suggested purchase order should accompany your business proposition and marketing plan.

An effective salesperson should always prepare the sales presentation before developing the customer profile and benefits.

In a SMART sales call objective, the "A" and "M" refer to the fact that the objective should be:

The FAB formula helps a salesperson increase a prospect's desire for a product.

Sasha sells how-to books and is going on a sales call to a local bookstore. Sasha knows the purchasing policies of the store, the person responsible for buying decisions, and the financial terms required by the store. Such information can be found in Sasha's:

What skills and knowledge do salespeople need to be effective strategic problem solvers?

A _____ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?"

A marketing plan created for an end-user most likely addresses:

Monty sells safety equipment to law enforcement agencies. Before calling on the Humphrey Sheriff's Department, he decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office. In terms of the acronym SMART, Monty's objective:

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.

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

Filters

Exam 8: Planning the Sales Call Is a Must

Which term refers to a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals?

Tatum is a sales representative a gourmet cookware manufacturer. Tatum's marketing plan for a store that would be a logical retail outlet for her products should include:

During the _____ stage, the salesperson plans the sales presentation.

Planning can greatly reduce a salesperson's nervousness before a sales presentation.

Which of the following is an example of a topic discussed in the business proposition segment of a sales presentation for a reseller?

In a SMART sales call objective, the "T" refers to the fact that the objective should:

A SMART sales call objective is specific, measurable, actionable, reliable, and temporary.

According to surveys, there has been a shift in recent years from collaborative relationships between sellers and buyers to more adversarial arrangements.

When planning a sales call, the customer profile should be developed first and then based on the customer profile, the sales call objectives should be determined.

The purpose of the strategic customer relationship between a salesperson and a customer is the joint pursuit of mutual goals.

A suggested purchase order should accompany your business proposition and marketing plan.

An effective salesperson should always prepare the sales presentation before developing the customer profile and benefits.

In a SMART sales call objective, the "A" and "M" refer to the fact that the objective should be:

The FAB formula helps a salesperson increase a prospect's desire for a product.

Sasha sells how-to books and is going on a sales call to a local bookstore. Sasha knows the purchasing policies of the store, the person responsible for buying decisions, and the financial terms required by the store. Such information can be found in Sasha's:

What skills and knowledge do salespeople need to be effective strategic problem solvers?

A _____ would answer questions such as "What is the buyer's background?" and "What are the company's purchasing policies?"

A marketing plan created for an end-user most likely addresses:

Monty sells safety equipment to law enforcement agencies. Before calling on the Humphrey Sheriff's Department, he decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office. In terms of the acronym SMART, Monty's objective:

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.

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

Filters