Question 1

Salespeople are strategic problem solvers who create solutions for their clients.Based on the textbook, the solution consists of four main factors.Explain each factor in detail.

Accepted Answer

The answer of Salespeople are strategic problem solvers who create...

Question 2

There is very little a salesperson can do to decrease the level of nervousness salespeople experience when making sales call.The textbook recommends salespersons simply accept the fact being nervous is a function of the job.

Accepted Answer

A) True 
 B)False

Question 3

The customer benefit plan contains the nucleus of the information used by a salesperson in a sales presentation.What would a salesperson NOT include in step three of a customer benefit plan?

Accepted Answer

A) the features 
B) forecast of profit per square feet 
C) payment plan 
D) projected return on investment 
E) suggested margin

Question 4

Good business relationships are built on your knowledge of your company, industry, and customers' needs.

Accepted Answer

A) True 
 B)False

Question 5

You are a sales representative for an e-book supplier and you call on John Radcliffe, the procurement manager for a local university.After a few minutes of "small talk," John asks you to step into his office for a meaningful conversation about your e-books.Which of the following best characterizes John's "mental process?"

Accepted Answer

A) John believes your e-books will fill his specific needs. 
B) a sale is made 
C) You have achieved the interest stage of John's mental process. 
D) John has a boiling desire for your product. 
E) John understands why he should buy from you.

Question 6

According to research undertaken by the Behavioral Sciences Research Press, the issue of Call Reluctance is widespread in industry.Which of the following are NOT supported by this research?

Accepted Answer

A) call reluctance is financially costly to a salesperson, however, customers tend to benefit from dealing with salespeople that experience call reluctance 
B) call reluctance may cost a typical salesperson as much as $10,000 per year in lost commissions 
C) call reluctance may end up costing $10,800 gross sales per month 
D) call-reluctant stockbrokers acquire 48 fewer new accounts per year than brokers who have learned to manage their fear 
E) a call reluctant salesperson loses more than 15 new accounts per month to competition

Question 7

What should be included in a marketing plan for a retailer that is buying a new inventory system?

Accepted Answer

A) the business proposition 
B) the SELL sequence 
C) how the inventory system can be most effectively used with existing equipment 
D) how to dispose of the inventory system equipment that is being replaced by the new system 
E) how the buyer can determine that the inventory system needs to be replaced with a newer system

Question 8

Phyllis sells for a manufacturer of a line of forged steel gardening tools.What should she include in her marketing plan for a hardware store?

Accepted Answer

A) how ultimate consumers should correctly dispose of old gardening tools 
B) how the retailer can adopt the role of end-user 
C) how the reseller will sell the garden tools once purchased 
D) the business proposition which the retailer will adhere to 
E) how the customers will benefit from these gardening tools

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