Question 1

What is the salesperson attempting to do when he/she provides a brief summary of his/her company's relative strengths in the marketplace?

Accepted Answer

A)   explaining how the FAB formula is used by his/her company
B)   explaining his/her company's "short cycle"
C)   explaining his/her company' competitive advantage
D)   explaining the cost advantages of his/her product
E)   none of these choices are correct C

Question 2

For which of the following products would a salesperson be most likely to use a problem solution sales presentation?

Accepted Answer

A)   a case of Mountain Dew
B)   baby powder, baby shampoo, and baby lotion
C)   computer software for an accounting firm
D)   a set of leather-bound books by Agatha Christie
E)   none of these answers is correct C

Question 3

In your role as a professional salesperson,it is important that you select a sales presentation method to use in a particular situation based upon your knowledge of your customer,sales call objective,and benefit plan.

Accepted Answer

A) True 
 B)False  True

Question 4

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

Accepted Answer

A)   memorized
B)   stimulus response
C)   problem-solution
D)   need-satisfaction
E)   formula

Question 5

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 6

The textbook identifies nine steps a salesperson should follow so as to increase the likelihood of a successful telephone sales call.Identify those 9 steps and provide a brief description of each step?

Accepted Answer

The answer of The textbook identifies nine steps a salesperson...

Question 7

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 8

The canned presentation is ineffective in door-to-door selling.

Accepted Answer

A) True 
 B)False

Question 9

High performing salespeople tend to be strategic problem solvers for their customers.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following presentation methods allows for greater customization according to the textbook?

Accepted Answer

A)   formula
B)   problem-solving
C)   memorized
D)   stimulus response
E)   interactive need-satisfaction

Question 11

You have been asked to provide one single tip to a group of new salespersons.Which of the following is likely to be your number one tip to this group?

Accepted Answer

A)   identify gatekeepers
B)   try to create a win-win situation where both buyer and seller are happy
C)   provide all the information about a product, even if it is unfavourable
D)   rank making the sale as the number one most important consequence of the sales presentation
E)   ignore personality differences between buyer and seller because in the long-run they have no lasting effect on the relationship

Question 12

What does the "M" in the acronym SMART stand for?

Accepted Answer

A)   manage time wisely
B)   maximize the customer's order size
C)   minimize the cost to the customer
D)   be measurable
E)   move the prospect to buy

Question 13

A particular company insists that its salespeople use the same "canned" sales presentation.One of the possible reasons for the company's position could be the fact its sale force is inexperienced.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following terms best describes a salesperson who is in a formal relationship with 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

Question 15

You have been asked to explain to a new salesperson the importance of creating appropriate sales call objectives.Which of the following would you consider including in your explanation as examples of sales call objectives?

Accepted Answer

A)   Establish rapport with your prospect
B)   Find out your prospect's specific problems or needs
C)   Find out if your prospect can afford your product
D)   Determine who the competition is
E)   All of these choices are correct

Question 16

What should a customer profile tell the salesperson?

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)   all of choices are correct

Question 17

For which of the following products would a salesperson be most likely to use a memorized sales presentation?

Accepted Answer

A)   a set of encyclopedia
B)   an interactive video for training salespeople
C)   a pesticide that completely eradicates termites in one spraying
D)   an around-the-world cruise
E)   a 20-foot tall fiberglass steeple

Question 18

Seamus sells office supplies.He recently called on a customer who was trying to select a photo to go on its fall catalogue.The customer wanted to look at the ten photos side-by-side and compare them,but his easel would only hold one at a time.Since the walls of the office are made of cinderblock,it was not possible to paste or tack the photos on the wall.It was a problem that occurred every time a new catalogue was issued.After looking at the problem,Seamus said,"I'll be right back." When he returned,he had a roll of cork and a can of cork glue.He and the business owner turned one wall into a giant bulletin board.In this instance,Seamus acted as a:

Accepted Answer

A)   tactical partner
B)   creative problem solver
C)   low-involvement decision maker
D)   transactional partner
E)   exchange creator

Question 19

Which of the following are good tips associated with leaving a voice mail that will improve your odds of speaking with a prospect?

Accepted Answer

A)   smile on the phone
B)   be brief - usually, no more than 20 or 30 seconds
C)   make sure your message includes the key benefits to your customer
D)   make sure you leave your phone number
E)   all of these choices are correct

Question 20

A salesperson does most of the talking and often much of the talk is about benefits of no use to the prospect.Customers often perceive this approach as a high pressure sales.What kind of sales presentation best fits these two statements?

Accepted Answer

A)   professional
B)   interactive need-satisfaction
C)   barrier
D)   memorized
E)   problem-solving

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

What is the salesperson attempting to do when he/she provides a brief summary of his/her company's relative strengths in the marketplace?

For which of the following products would a salesperson be most likely to use a problem solution sales presentation?

In your role as a professional salesperson,it is important that you select a sales presentation method to use in a particular situation based upon your knowledge of your customer,sales call objective,and benefit plan.

This type of presentation tends to be complex and requires that the salesperson often conduct a certain level of analysis on his/her prospect.What type of sales presentation best fits this description?

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

The textbook identifies nine steps a salesperson should follow so as to increase the likelihood of a successful telephone sales call.Identify those 9 steps and provide a brief description of each step?

What term describes a salesperson that fears calling customers?

The canned presentation is ineffective in door-to-door selling.

High performing salespeople tend to be strategic problem solvers for their customers.

Which of the following presentation methods allows for greater customization according to the textbook?

You have been asked to provide one single tip to a group of new salespersons.Which of the following is likely to be your number one tip to this group?

What does the "M" in the acronym SMART stand for?

A particular company insists that its salespeople use the same "canned" sales presentation.One of the possible reasons for the company's position could be the fact its sale force is inexperienced.

Which of the following terms best describes a salesperson who is in a formal relationship with a customer for the purpose of pursuing mutual goals?

You have been asked to explain to a new salesperson the importance of creating appropriate sales call objectives.Which of the following would you consider including in your explanation as examples of sales call objectives?

What should a customer profile tell the salesperson?

For which of the following products would a salesperson be most likely to use a memorized sales presentation?

Which of the following are good tips associated with leaving a voice mail that will improve your odds of speaking with a prospect?

A salesperson does most of the talking and often much of the talk is about benefits of no use to the prospect.Customers often perceive this approach as a high pressure sales.What kind of sales presentation best fits these two statements?