Question 1

The marketing plan includes topics for both resellers and end-users.Select any three topics for both resellers and end-users and describe them.

Accepted Answer

The answer of The marketing plan includes topics for both...

Question 2

Which of the following tactics should be used to help manage gatekeepers?

Accepted Answer

A) engage the gatekeeper because they have some power in organizations 
B) use whatever sneaky tactic you can to manipulate them 
C) ignore them, after all they are usually just secretaries with little influence 
D) bribe them: a little investment will buy you lots of cooperation 
E) sweet talk them to get them on your side

Question 3

It is impossible for a salesperson to make a sales call without a sales call objective.

Accepted Answer

A) True 
 B)False

Question 4

Marie is experiencing some challenges overcoming the gatekeeper at a company she would love to make a presentation to.She seeks your advice and provides you with five alternatives that she is considering using next time she calls the company.Which of the following would you suggest she use?

Accepted Answer

A) "Could I see him this afternoon?" 
B) "Could I bring him a bag lunch tomorrow?" 
C) "When would it be best to see him?" 
D) "Do you think he would be interested in meeting with me?" 
E) "Can you see if I can get an appointment for 10:00 Friday morning?"

Question 5

Erica is a successful salesperson.Her secret to success is building trustworthy relationships with her clients.She spends a lot of time focusing on questioning herself on her communication.Which of the following questions Erica might normally ask herself to make her communication skills exemplary in order to build a trustworthy relationship?

Accepted Answer

A) Do I attempt to understand my buyer's problems and help them solve those problems? 
B) Do I spend enough time preparing for my meetings? 
C) Do I study my clients, firms, and industry? 
D) Do I mirror the buyer when appropriate? 
E) Do I express myself clearly?

Question 6

Which of the following does not qualify as a sales call purpose?

Accepted Answer

A) Salesperson wanting someone to cut his/her client's departmental expenses 
B) Salesperson wanting to contribute to the welfare of others 
C) Salesperson wanting to achieve his/her sales quota 
D) Salesperson wanting to help his/her clients achieve their sales targets 
E) Salesperson wanting to make his/her clients' business operations more efficient

Question 7

What is the second of the five mental steps that a prospect goes through in deciding to buy from you?

Accepted Answer

A) attention 
B) insight 
C) intent 
D) Interest 
E) incubation

Question 8

What is the correct sequence of events in a developed presentation?

Accepted Answer

A) Approach, FAB, Business Proposition, Marketing plan, Suggested purchase order, Close, Exit 
B) Approach, FAB, Marketing plan, Suggested purchase order, Business proposition, Close, Exit 
C) Approach, FAB, Suggested purchase order, Marketing plan, Business proposition, Close, Exit 
D) Approach, FAB, Marketing plan, Business proposition, Suggested purchase order, Close, Exit 
E) Approach, FAB, Marketing plan, Business proposition, Suggested purchase order, Exit

Question 9

Discuss the skills and knowledge that top salespeople have who are effective strategic problem solvers.

Accepted Answer

The answer of Discuss the skills and knowledge that top...

Question 10

Zac is selling a product to a reseller.Which one of the following items would not be part of his business proposition plan?

Accepted Answer

A) Projected sales 
B) List price 
C) Projected impact on quality levels 
D) Projected market share 
E) Financing

Question 11

According to the authors of the textbook, a good pre-approach letter can be a valuable sales tool even in the age of social media.Which of the following is NOT a recommended tip offered by the authors when crafting a pre-approach letter?

Accepted Answer

A) your company should be the central theme of the letter 
B) letter should be customized or a particular prospect 
C) provide all of the contact information for yourself 
D) sign the letter with a pen at the end 
E) avoid using metered stamps

Question 12

A salesperson can plan out their entire day and actually follow through with it, but it becomes pointless if he/she does not evaluate the plan at the end of the day.

Accepted Answer

A) True 
 B)False

Question 13

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

Accepted Answer

A) True 
 B)False

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

A business plan for an end-user will not include which of the following items?

Accepted Answer

A) ROI 
B) Payback period 
C) Potential inventory turnover 
D) Expected carrying cost 
E) Working capital investment

Question 16

Pre-approach is an important step in the sales process.List the four most common reasons why salespeople implement the pre-approach step in their sales process.

Accepted Answer

The answer of Pre-approach is an important step in the...

Question 17

You have been asked to explain to a new salesperson the importance of creating appropriate sales call objectives.Which of the following would you not consider including in your explanation?

Accepted Answer

A) Make a goal specific objective 
B) Memorize and don't write down your sales call objective 
C) Develop some flexibility in the objective in case it fails 
D) Make use of the SMART sales objectives 
E) Take time to plan out the objective

Question 18

What term describes a salesperson that fears calling customers?

Accepted Answer

A) being chicken 
B) social shyness 
C) call reluctance 
D) telephobic 
E) telephone fear

Question 19

A "Stage Fright CR" salesperson is someone who rebuffs being coached.

Accepted Answer

A) True 
 B)False

Question 20

What information would not be part of a customer profile?

Accepted Answer

A) who makes the company's buying decisions 
B) the background of the buyer's company 
C) what are the customer's purchasing policies 
D) what competitors successfully do business with the customer 
E) the birthday of the buyer

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

The marketing plan includes topics for both resellers and end-users.Select any three topics for both resellers and end-users and describe them.

Which of the following tactics should be used to help manage gatekeepers?

It is impossible for a salesperson to make a sales call without a sales call objective.

Marie is experiencing some challenges overcoming the gatekeeper at a company she would love to make a presentation to.She seeks your advice and provides you with five alternatives that she is considering using next time she calls the company.Which of the following would you suggest she use?

Which of the following does not qualify as a sales call purpose?

What is the second of the five mental steps that a prospect goes through in deciding to buy from you?

What is the correct sequence of events in a developed presentation?

Discuss the skills and knowledge that top salespeople have who are effective strategic problem solvers.

Zac is selling a product to a reseller.Which one of the following items would not be part of his business proposition plan?

According to the authors of the textbook, a good pre-approach letter can be a valuable sales tool even in the age of social media.Which of the following is NOT a recommended tip offered by the authors when crafting a pre-approach letter?

A salesperson can plan out their entire day and actually follow through with it, but it becomes pointless if he/she does not evaluate the plan at the end of the day.

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

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

A business plan for an end-user will not include which of the following items?

Pre-approach is an important step in the sales process.List the four most common reasons why salespeople implement the pre-approach step in their sales process.

You have been asked to explain to a new salesperson the importance of creating appropriate sales call objectives.Which of the following would you not consider including in your explanation?

What term describes a salesperson that fears calling customers?

A "Stage Fright CR" salesperson is someone who rebuffs being coached.

What information would not be part of a customer profile?