Question 1

As the CEO's personal assistant,Robert's job involves taking calls from sales representatives from different companies.He sorts them and selects the salespeople who get to speak directly to his boss.In this situation,Robert is acting as the _____.

Accepted Answer

Robert is acting as a screen, filtering the sales representatives to determine which ones get to speak directly to his boss.

Question 2

If an industrial salesperson makes her first call on an employee at a client's company who is most likely willing to listen and provide valuable information,she is most likely calling on the _____.

Accepted Answer

The focus of receptivity is the employee at the client's company who is most likely willing to listen and provide valuable information. This individual may not have decision-making power, but they have valuable insights and can help the salesperson gather information about the company's needs and challenges.

Question 3

When making a telephone call to a new client,salespeople must:

Accepted Answer

The answer of When making a telephone call to a...

Question 4

Kerry,a sales representative from Spitz Inc. ,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

Accepted Answer

The primary goal of the call should be to make an appointment with the prospect. This will provide Kerry with an opportunity to present her company's line of vacuum cleaners and potentially close a sale. The other options listed are not appropriate goals for an initial call with a prospect's secretary.

Question 5

In the context of finding the right person to make a sales call,which of the following was suggested by Neil Rackham?

Accepted Answer

Neil Rackham suggested that going straight to the decision maker is not always the most effective approach, as understanding the needs and concerns of other stakeholders can be crucial in the sales process.

Question 6

Al sells everything a company needs to market decorative balloons-the balloons themselves,ribbons,helium tanks,etc.He wants to talk to the owner of a large catering company because balloons are great decorations for birthday tables,baby showers,and other such social occasions.Unfortunately,every time he tries to talk to the owner of the catering company,he finds himself in an unnecessarily long conversation with the assistant caterer,who does not let him talk to the owner.The assistant caterer is assuming the role of a(n):

Accepted Answer

The assistant caterer is creating a barrier between Al and the owner of the catering company by not allowing him to speak directly with the owner.

Question 7

In the context of finding the right person to make a sales call,Neil Rackham suggests that the focus of dissatisfaction leads to the:

Accepted Answer

Neil Rackham, in his work on sales, suggests that identifying the focus of dissatisfaction within an organization can lead you to the focus of power. This is because the person who is most concerned with solving a particular problem is often the one who has the authority or influence to make decisions related to that problem.

Question 8

Kumar is a salesperson for a cosmetic brand.Before meeting his prospect,he sends the prospect a few fashion and lifestyle magazines to improve the prospect's knowledge about cosmetic products.In this case,Kumar is most likely engaging in _____.

Accepted Answer

Kumar is engaging in seeding, which refers to the act of providing information or promotional materials to a prospect prior to a sales call, with the goal of generating interest and increasing the likelihood of a successful sale.

Question 9

Billy is a charming sales representative.He uses his skills and persuades the prospect's secretary to get him a face-to-face meeting with the prospect.He convinces her that the product he is selling will greatly benefit her company.The technique that Billy is using is known as:

Accepted Answer

Going through the screen refers to the practice of persuading a gatekeeper, such as a secretary, to allow access to the decision-maker. Billy is using his charm and persuasion skills to convince the prospect's secretary to schedule a face-to-face meeting with the decision-maker, which is an example of going through the screen.

Question 10

A safety equipment salesperson calling on a prospect for the first time should try to schedule an appointment with the focus of _____,a person who will listen to the salesperson and provide valuable information about the types of equipment that the company needs.

Accepted Answer

The focus of receptivity is the person who is most likely to listen to the salesperson and provide valuable information about the company's needs.

Question 11

A(n)_____,which salespeople can share with the CEO of a buyer's firm,focuses on what an individual manager needs to address and resolve to be able to better contribute to overall company objectives.

Accepted Answer

A customer value proposition specifically outlines how a product or service will add value to the customer's business, addressing the needs and challenges of individual managers in the context of the company's overall objectives. This makes it the correct choice for something a salesperson can share with a CEO to highlight how their offering can help the manager contribute more effectively to the company's goals.

Question 12

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

Accepted Answer

The focus of power is the person who has the authority to make a final decision or has the ability to influence the decision-making process. They hold significant power within the buying center as they can either approve or prevent action. This person may be a key decision maker or a high-level executive who has the final say in the matter.

Question 13

A(n)_____ is defined as a written statement (usually one or two sentences)that clearly states how purchasing a product or service being offered can help solve the customer's perceived business issue.

Accepted Answer

A customer value proposition is a concise statement that explains how a product or service can solve the customer's perceived business issue. It is a key component of a sales pitch and is meant to highlight the unique value that the product or service provides to the customer. Option A is too broad and general, Option B is a statement about the company's purpose rather than a sales pitch, Option C is a summary of the sales presentation rather than a specific statement about the customer's perceived business issue, and Option D is not a commonly used term in sales.

Question 14

When making an appointment,it is important for a salesperson to identify an environment conducive to doing business.So,the salesperson should:

Accepted Answer

The salesperson should choose a place free of distraction for all parties to ensure that the meeting is productive and conducive to doing business. The other choices may not necessarily be appropriate or necessary, such as avoiding the buyer's subordinates or scheduling the meeting during the company's annual review meetings.

Question 15

Gareth,an insurance salesperson,has an appointment with Jeff.Jeff's subordinate is known to restrict salespeople from contacting or meeting Jeff during his work hours.Gareth tries to contact Jeff at lunchtime when his subordinate does not monitor these activities.In this case,the strategy used by Gareth is known as:

Accepted Answer

The answer of Gareth,an insurance salesperson,has an appointment with Jeff.Jeff's...

Question 16

Jenna,a seller of insurance products,is scheduled to meet her prospect,Jay.Jay's assistant always interferes and stops salespeople from contacting Jay.When Jay's assistant attempts to stall Jenna's effort,she tells the assistant that she has authority from Jay's superiors and the top management to meet Jay.The strategy used by Jenna is known as:

Accepted Answer

Going over the screen is the strategy used by Jenna to overcome the obstacle of Jay's assistant who interferes and stops salespeople from contacting Jay. By claiming she has authority from Jay's superiors and top management, Jenna is attempting to bypass the assistant and directly access Jay, thereby going over the screen.

Question 17

Julia,a salesperson of cosmetic products,is meeting with a person who will tell her the ill effects and problems related to the products she supplies.According to Neil Rackham,the person whom Julia is meeting is known as the:

Accepted Answer

According to Neil Rackham, the person who tells a salesperson about the problems or ill effects related to the products they supply is known as the "focus of dissatisfaction." This individual is crucial for understanding customer grievances and improving product offerings.

Question 18

Veronica,a senior salesperson,has an appointment with a prospect.She tries to convince the prospect's subordinate with an eloquent narration about the implication of meeting with the prospect.She tells the subordinate that the meeting would greatly benefit the prospect.The strategy used by Veronica to meet her prospect is known as:

Accepted Answer

Veronica is attempting to "go through the screen" by persuading the subordinate to allow her to meet with the prospect.

Question 19

In the context of finding the right person to make a sales call,Neil Rackham suggests that a salesperson should initially try to call on the person who is the:

Accepted Answer

Neil Rackham suggests that a salesperson should initially try to call on the person who is the focus of receptivity. This is because the person who is most receptive to the message is likely to be more open to listening and considering what the salesperson has to offer, making it a strategic starting point for sales efforts.

Question 20

In a buying center,a screen can take on the role of a(n)_____.

Accepted Answer

In a buying center, a gatekeeper controls the flow of information and often decides what information should reach other members of the buying center, effectively screening and filtering it.

Quiz 7: Planning the Sales Call