Question 1

Which of the following would be appropriate to do while using the telephone to gain a sales appointment?

Accepted Answer

All of the above options are appropriate to do while using the telephone to gain a sales appointment. Stating the customer's name helps to personalize the call and build a rapport. Stating your name helps to establish credibility and professionalism. Stating the purpose of your call helps the customer understand why you are calling and what you have to offer. Answering any objections that might occur shows that you are prepared and knowledgeable about your product/service.

Question 2

When making an appointment, it is important that the salesperson identify an environment conducive to doing business. For that reason, it is important that the salesperson:

Accepted Answer

Choosing a place free of distraction for all parties is the best choice because it ensures that both the salesperson and the buyer can focus on the business at hand without any interruptions or distractions. Insuring the buyer's subordinates will not be present or having the meeting take place at the sales representative's place of business may not always be possible or desirable, and having the meeting coincide with the annual needs of the prospect may not be feasible or appropriate for every situation. Therefore, option A is the best choice.

Question 3

Describe the value proposition.

Accepted Answer

The answer of Describe the value proposition....

Question 4

Which of the following statements about using the telephone to make sales appointments is true?

Accepted Answer

It is common for secretaries to screen calls and try to prevent sales reps from getting appointments or speaking directly to the prospect. The sales rep should be polite and professional in their approach and try to build a rapport with the secretary to increase their chances of speaking with the prospect.

Question 5

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, etc. Unfortunately, every time he tries to talk to the catering company owner, he finds himself in an inane conversation with the assistant caterer who will not let him talk to the owner. The assistant caterer is assuming the role of:

Accepted Answer

The answer of Al sells everything a company needs to...

Question 6

To get the CEO's secretary to give him an appointment, Oscar mentioned an earlier talk he had with the president of the firm about what his company has to offer. He is hoping this technique of _____ will get him in to see the CEO sooner since the secretary may fear getting in trouble if she puts him off too long.

Accepted Answer

The answer of To get the CEO's secretary to give...

Question 7

Experts suggest that it makes sense to:

Accepted Answer

Forming new relationships in person helps establish trust and rapport, which can then be maintained through videoconferencing.

Question 8

Alex has set multiple sales objectives for his next call. As he begins his presentation, Brenda, the prospect, interrupts him and says, "my goal is to avoid damage during shipping." What is Brenda stating and what should Alex do?

Accepted Answer

The answer of Alex has set multiple sales objectives for...

Question 9

What are the benefits of multiple sales call objectives?

Accepted Answer

The answer of What are the benefits of multiple sales...

Question 10

Barrett often calls the offices of his prospects after 5:30 P.M. when he's trying to make appointments. He knows executives frequently work late, and after normal business hours, they often answer their own telephones. Thus, he avoids dealing with a secretary or receptionist who might attempt to prevent him from seeing the executive. This method of dealing with barriers is called:

Accepted Answer

The answer of Barrett often calls the offices of his...

Question 11

Martin is planning his first sales call on F&S Industries. He has decided to postpone the call until he knows everything there is to know about the company and the prospects on which he will be calling. What's wrong with this idea?

Accepted Answer

The answer of Martin is planning his first sales call...

Question 12

Amy is given the name of a potential prospect. What general sources of information should she consider checking before approaching the prospect?

Accepted Answer

The answer of Amy is given the name of a...

Question 13

When making a sales call on a new customer, the member of the buying center the salesperson can expect to meet last is referred to as the:

Accepted Answer

The answer of When making a sales call on a...

Question 14

How might you word a primary and a secondary objective about you and your success in this class?

Accepted Answer

The answer of How might you word a primary and...

Question 15

Which of the following statements about using the telephone to make sales appointments is FALSE?

Accepted Answer

The goal of the telephone call is to secure an appointment, not to sell the product. The actual selling takes place during the appointment. The other statements are true; a secretary may try to prevent the sales rep from getting an appointment, prospects may have objections, they may ask questions about the product, and leaving a message on a voicemail is generally recommended.

Question 16

If an industrial salesperson makes her first call on the person in a potential client company who is most likely to listen willingly and provide her with needed valuable information, she is calling on the:

Accepted Answer

The focus of receptivity is the person in a potential client company who is most likely to listen willingly and provide the salesperson with needed valuable information. This person could be a gatekeeper or decision-maker who is open to new ideas and receptive to the salesperson's message. By targeting the focus of receptivity first, the salesperson can build a relationship with the client and gather valuable insights that can help with future sales efforts.

Question 17

When making a sales presentation to the focus of receptivity in the buying center, the salesperson needs to remember that this person:

Accepted Answer

The focus of receptivity is the person who is most likely to listen to the salesperson and provide needed sales information. However, this person may not necessarily be the decision maker or have the power to make the final decision. It is important to build a strong relationship with this person as they can provide valuable insights and support in the sales process.

Question 18

Isaac knows there are two other firms competing for the sale. Given the choice of being first, second, or last to make his value proposition to the prospect, Isaac would choose:

Accepted Answer

Isaac should not choose to be in the middle because of the primacy and recency effects in memory. The first firm to present their value proposition has an advantage in being remembered by the prospect, while the last firm has an advantage in being most recent in memory. Being in the middle puts Isaac at a disadvantage. The other choices are not necessary or may not be applicable to the situation.

Question 19

Kathy has just made an appointment with a potentially important prospect. She decides to send the prospect a copy of a recent article discussing global trends in the prospect's industry. Kathy is engaging in:

Accepted Answer

Kathy is engaging in seeding, which is the act of providing the prospect with something of value before the actual sales pitch. In this case, she is sending the prospect a copy of a recent article discussing global trends in their industry. This approach can help establish trust and credibility with the prospect, and make them more receptive to the sales pitch when it comes. A value proposition is a statement that outlines the benefits of a product or service. Customer value messaging is communication that emphasizes the value that the product or service provides to the customer. Videoconferencing is a method of communication that allows people in different locations to have a face-to-face conversation. Overcoming influential adversaries refers to the process of identifying and addressing the concerns of people who may be opposed to the sale. None of these options fully capture what Kathy is doing by sending the prospect a copy of an article.

Question 20

While using the telephone to gain a sales appointment, you should always:

Accepted Answer

Answering objections is important to address any potential concerns the prospect may have and increase the likelihood of securing the appointment. The other options may be helpful in certain situations but are not as essential as addressing objections.

Quiz 8: Planning the Sales Call