Exam 8: Planning the Sales Call Is a Must

What are the mental steps that lead to a purchase decision from a prospect? As a salesperson, which one do you think would be the most difficult and which one would be the easiest? Why?

A prospect goes through five mental steps, all of which lead to the purchase decision. The approach stage of the selling process should:

What is the gap between sellers and buyers? How can the gap be bridged?

Planning is synonymous with the approach stage of the sales process.

The salesperson's _____ contains the central information provided in the sales presentation.

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

A suggested purchase order would most likely include all of the following information about a product EXCEPT:

With reference to the prospect's five mental steps in buying, the first step is the desire to buy the product.

Which of the following statements about sales call objectives is true?

Daniella sells furniture. After demonstrating her product and answering the customer's questions, Daniella asked the customer how many chairs he thought he could sell. The customer responded with, "Three dozen. How soon can you deliver?" Which mental step has the customer reached?

Corporations in the _____ stage of the buying process would most likely have a strong belief that no other company provides better gifts than Clearwater Hampers.

Nordstrom, the fashion retailer, is installing software in its 137 stores that will help the company gather customer preferences and product information. The software will assist the store's salespeople to understand each customer as a person with unique wants and needs. Nordstrom is helping its salespeople create _____ with the store's customers.

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

According to the Golden Rule of Selling, your primary purpose for any sales call should be to:

The main reason a prospect purchases your product is that its benefits fulfill certain needs or solve certain problems.

Garth sells spray booths for repainting vehicles to shops that repair wrecked vehicles. The spray booths are used for painting cars and trucks and come in a variety of sizes. The spray booths are used to contain the paint and to protect the car surface while the paint is drying. When Garth called on Elwood Body Shop, his _____ was to sell the body shop owner one of his company's taller spray booths designed for trucks.

A sales call objective:

The _____ can be used to move prospects from mild interest to strong desire for a product.

What is most likely needed in order to develop a customer benefit plan?

What is the customer relationship model? What are the implications of the model on salespeople?