Question 1

Value analysis is an example of a business proposition for an industrial product.

Accepted Answer

Value analysis is a systematic approach to evaluating the function and cost of a product or service with the goal of improving the value for the customer and reducing costs for the company. It is commonly used in industrial settings to identify areas where cost savings can be achieved without sacrificing product quality or performance. Therefore, value analysis is a business proposition for industrial products.

Question 2

When Mack Latham selects and then suggests the type of networking software his prospect should buy, he is working on step three of his customer benefit plan.

Accepted Answer

Step three of a customer benefit plan typically involves showing how the product's features will benefit the customer, not selecting or suggesting specific products.

Question 3

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

Accepted Answer

Understanding your company, industry, and customers' needs is crucial for building strong business relationships, as it enables you to provide valuable insights, solutions, and services that meet or exceed expectations.

Question 4

Selling is a very complex process, but it is easy to do on a consistent basis.

Accepted Answer

Selling is a complex process that involves understanding customer needs, building relationships, and effectively communicating the value of a product or service. Doing this consistently requires skill, effort, and adaptability, making it challenging rather than easy.

Question 5

The first of a prospect's five mental steps in buying is ignorance.

Accepted Answer

The first of a prospect's five mental steps in buying is awareness, not ignorance. Awareness is when the prospect becomes aware of a product or a solution to a problem.

Question 6

A customer profile should answer the question, "What are the purchasing policies and practices of the account?"

Accepted Answer

A customer profile aims to provide a comprehensive understanding of the customer, including their purchasing policies and practices, to tailor sales strategies effectively.

Question 7

A SMART sales call objective is specific, measurable, actionable, reliable, and timely.

Accepted Answer

A SMART sales call objective is specific, measurable, achievable, relevant, and time-bound.

Question 8

Salespeople can focus their activities by writing down predetermined goals prior to sales calls.

Accepted Answer

Writing down predetermined goals helps salespeople focus their activities by providing clear objectives for each sales call, making their efforts more targeted and effective.

Question 9

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

Accepted Answer

The sales call objective should be focused on meeting the customer's needs and providing value to them. If the objective is directly beneficial to the customer, it is more likely to lead to a successful sale and potentially a long-term customer relationship.

Question 10

Planning is most effective and efficient when done logically and methodically.

Accepted Answer

Planning is most effective and efficient when it follows a logical and methodical approach, as this ensures that all factors are considered, resources are allocated appropriately, and goals are achievable within set timelines.

Question 11

By carefully planning and practicing your sales presentation, you increase confidence in yourself and your ability as a salesperson.

Accepted Answer

Careful planning and practicing of a sales presentation helps in familiarizing oneself with the content, reducing anxiety, and improving delivery, thereby increasing confidence in one's abilities as a salesperson.

Question 12

The main reason the prospect should purchase your product is that its benefits fulfill certain needs.

Accepted Answer

The main reason a prospect should purchase a product is indeed because its benefits fulfill their specific needs, addressing problems or desires they have.

Question 13

The last step in planning your sales call is to develop a marketing plan for the prospect.

Accepted Answer

The last step in planning your sales call is typically focused on preparing yourself for the call, such as determining your objective, anticipating objections, and rehearsing your presentation. Developing a marketing plan for the prospect would typically come later on in the sales process, after the initial call and qualification of the prospect's needs and interests.

Question 14

A salesperson cannot make a sales call without a sales call objective.

Accepted Answer

A salesperson can make a sales call without a specific sales call objective, but having a clear objective is generally considered best practice for effectiveness and efficiency.

Question 15

The best possible sales call objective is to get an order because it reflects the salesperson's self-confidence and a specific goal.

Accepted Answer

The best possible sales call objective is not always to get an order because it may not be realistic or appropriate for every sales call situation. Objectives should be tailored to the stage of the customer relationship and could include establishing rapport, gathering information, or addressing concerns.

Question 16

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

Accepted Answer

The customer benefit plan outlines the advantages or benefits of a product or service to the customer, serving as the core information that a salesperson uses to tailor their sales presentation to meet the customer's needs and interests.

Question 17

The four components of sales call planning are (1) determining the sales call objective; (2) developing or reviewing the customer profile; (3) developing a customer benefit plan; and (4) preparing for closing the deal

Accepted Answer

The answer of The four components of sales call planning...

Question 18

Planning is only necessary when a salesperson is making a formal presentation.

Accepted Answer

Planning is essential for all types of sales interactions, not just formal presentations, to understand customer needs, set objectives, and prepare effective communication strategies.

Question 19

Topics to discuss during the business proposition segment of a sales presentation include list price, shipping costs, and ROI.

Accepted Answer

These topics are essential for providing a comprehensive overview of the costs and benefits associated with the product or service being offered, helping the potential client understand the value proposition.

Question 20

Before developing your presentation, you need to determine the prospect to call on and make an appointment.

Accepted Answer

Before giving a presentation, you need to identify the prospect and set up an appointment to meet with them.

Quiz 7: Planning the Sales Call Is a Must