Question 1

The salesperson must attract and hold the prospect's attention, stimulate interest, and spark a desire for the product during the step.

Accepted Answer

The sales presentation step is where the salesperson actively engages the prospect, aiming to capture their attention, generate interest, and create a desire for the product.

Question 2

Company sales records, commercial databases, newspaper announcements, telephone directories, and public records are all sources used for:

Accepted Answer

These sources are commonly used to identify potential customers or clients, also known as prospecting.

Question 3

Scott Bartello, a salesperson for Lamkin Golf Products, develops a list of potential customers and evaluates them on the basis of their ability, willingness, and authority to purchase copy machines. This process is called:

Accepted Answer

The process described in the scenario is the process of prospecting, which involves identifying potential customers and evaluating them based on factors such as their ability and willingness to purchase. A preapproach involves gathering information about the customer before making contact, while customer evaluation typically refers to the process of assessing a customer's satisfaction with a product or service after the purchase has been made. Customer pre-approval is not a common sales term.

Question 4

After compiling a list of potential customers, a salesperson must:

Accepted Answer

Before attempting to sell to a potential customer, a salesperson needs to ensure that the prospect has the ability, willingness, and authorization to buy the product. This will help the salesperson avoid wasting time on prospects who are not likely to buy.

Question 5

Janet will be devoting more effort to in the coming weeks, as she was instructed by her manager to expand her list of potential customers.

Accepted Answer

Prospecting involves identifying and developing a list of potential customers, which aligns with Janet's task to expand her list of potential customers.

Question 6

A salesperson will be better able to determine the prospect's specific needs by:

Accepted Answer

By listening carefully to questions and comments and watching reactions during the sales presentation, the salesperson can better understand the specific needs and concerns of the prospect. This allows them to tailor their presentation and address any objections or questions the prospect may have, ultimately increasing the likelihood of making a sale. The other options do not involve actively engaging with the prospect and adjusting the sales approach accordingly.

Question 7

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called:

Accepted Answer

This technique is known as "closing," where the salesperson attempts to finalize the sale by addressing any objections the customer might have.

Question 8

The step of the personal selling process in which a salesperson contacts a potential customer is called:

Accepted Answer

The approach is the step in the personal selling process where the salesperson makes initial contact with the potential customer.

Question 9

Stacey's client group has been gradually shrinking and she is looking for new prospective clients. She has decided to spend a couple of days approaching potential customers without any prior consent. Stacey's method of approach is known as:

Accepted Answer

Stacey is approaching potential customers without any prior permission or contact, making her approach a cold canvass. Door-to-door selling also involves approaching potential customers without prior contact, but it typically involves selling products or services directly at someone's doorstep, whereas Stacey is likely gathering information or trying to make a sale later. Referral approach and repeat contact both involve reaching out to clients who have already expressed some level of interest or familiarity with the business, and ambulance chasing is a pejorative term for soliciting potential clients in a morally questionable or desperate manner (such as approaching accident victims at the hospital).

Question 10

Tara is beginning her week as a sales representative for Logitech Technology. She decides to start the day by developing a list of potential customers, which is called:

Accepted Answer

The process of developing a list of potential customers is called prospecting. This involves identifying and researching potential customers who may have a need for the product or service being offered.

Question 11

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the step of the personal selling process.

Accepted Answer

The answer of Rick is a sales representative for Lucent...

Question 12

Sean's company has launched a new product line, and he is put in charge of sales. He has to find potential customers in the company's sales records. Sean is in which of the following stages of personal selling?

Accepted Answer

Prospecting is the stage in personal selling where a salesperson identifies potential customers or leads.

Question 13

A salesperson finds and analyzes information about each prospect's specific product needs, current use of and feeling about brands, and personal characteristics during:

Accepted Answer

The preapproach is defined as the stage of the selling process in which the salesperson conducts research and analyzes information about the prospect to prepare for the approach and presentation. This includes identifying the prospect's specific product needs, current use of and feeling about brands, and personal characteristics.

Question 14

Jennifer Clarkson, a sales representative for a publisher of college textbooks, had the southern half of the state as a sales territory. Last year, John Wilmen, director of marketing for the publishing company, told Gloria Shepherd, Jennifer's sales manager, to increase Jennifer's territory to the entire state. Now Jennifer's customers are less satisfied with the company. They are most likely to blame for their reduced level of customer satisfaction.

Accepted Answer

Jennifer Clarkson is the most likely to blame for her customers' reduced level of satisfaction because she is the one who is directly responsible for interacting with them and providing them with service.

Question 15

Advertisements that encourage customers to send in reply cards for additional information aids salespeople in _____.

Accepted Answer

Advertisements that encourage customers to send in reply cards help salespeople in finding prospects by identifying individuals who are interested in the product or service.

Question 16

Creating a favorable impression and developing rapport with prospective customers is a critical part of the step of personal selling.

Accepted Answer

Approach is the step in personal selling where the salesperson meets the prospect and tries to create a favorable impression of themselves and the company they represent. This is done to establish a relationship and build rapport, which is critical for the success of the sales pitch. The approach is the first impression that the prospect gets of the salesperson, and it sets the tone for the rest of the conversation.

Question 17

The final stage of the selling process is:

Accepted Answer

The final stage of the selling process is follow-up, where the salesperson ensures customer satisfaction and addresses any issues or concerns that arise after the purchase.

Question 18

At the stage of the personal selling process, a salesperson asks the prospect to buy the product.

Accepted Answer

Closing is the stage of the personal selling process where a salesperson asks the prospect to buy the product.

Question 19

Before contacting prospects, a salesperson for an industrial cleaning equipment company analyzes information about the prospects' product needs, feelings about brands, and personal characteristics. This process is called:

Accepted Answer

The preapproach involves gathering information about potential customers before making contact, to tailor the sales approach effectively.

Question 20

Tim has just finished compiling a list of potential customers and evaluating their ability, willingness, and authority to buy. He knows his next step in the personal selling process is to:

Accepted Answer

After completing the evaluation of potential customers, Tim's next step in the personal selling process is to preapproach, which involves researching and gathering additional information about the potential customers before making initial contact. This allows the salesperson to tailor their approach and presentation to better meet the needs and interests of the prospect.

Quiz 17: Personal Selling and Sales Promotion