Question 1

Like any effective salesperson, Frazer walks into a customer's office, shakes hands, looks the customer in the eye, and smiles. After exchanging pleasantries, Frazer will immediately try to create interest in his company's product and establish

Accepted Answer

Establishing where the customer is in the buying process is crucial for Frazer to understand how to proceed with his sales pitch. This will determine whether the customer is ready to buy, needs more information or is still considering other options. This will allow Frazer to tailor his presentation and approach to the customer's needs and increase the chances of making a successful sale.

Question 2

Regina has made the same sales presentation twice a day for almost a month. At first, the presentation seemed to flow nicely but lately it has not seemed as effortless as it initially was. Regina might ask another sales rep to participate in __________ and critique her presentation.

Accepted Answer

Role playing involves practicing a sales presentation with another person acting as a potential client. This can help identify areas for improvement and provide constructive feedback on the delivery and content of the presentation.

Question 3

The preapproach stage occurs __________ and extends the qualification of leads procedure.

Accepted Answer

The preapproach stage occurs prior to the sales presentation, as it involves gathering information and preparing the sales approach before meeting with the prospect. It is a crucial stage that extends the qualification of leads procedure, as it helps the salesperson determine the best way to approach each potential customer based on their needs, preferences, and buying behavior.

Question 4

Retail salespeople should not __________ and assume that a person in the store cannot afford to purchase the store's products based on appearances.

Accepted Answer

The phrase "judge a book by its cover" means to make a judgment about someone or something based on appearance alone, without getting to know them or it fully. Retail salespeople should avoid making assumptions about a customer's purchasing power based on their appearance and should treat everyone with respect and professionalism.

Question 5

After exchanging greetings and getting to know the customer a bit in an initial sales call, the first goal of a sales presentation is to

Accepted Answer

The first goal of a sales presentation is to create interest in the product or service being sold. This means capturing the customer's attention and sparking their curiosity, so that they are more likely to continue listening and engage with the sales pitch. While closing the sale, offering alternatives, estimating costs, and requalifying the customer are all important steps in the sales process, they come later in the presentation and are contingent on first generating interest.

Question 6

Fred sells health insurance packages for small businesses. He has been given the names of ten new businesses in his town. During the qualifying leads stage of the selling process, Fred will likely try to assess which of the ten businesses

Accepted Answer

During the qualifying leads stage, the goal is to determine which businesses are in need of health insurance packages and have the means to afford them. This helps narrow down the list of potential customers and ensures Fred is not wasting his time on leads that are unlikely to result in a sale.

Question 7

The __________ stage occurs prior to meeting the customer for the first time and extends the qualification of leads.

Accepted Answer

The preapproach stage occurs prior to meeting the customer for the first time and involves gathering information about the lead in order to prepare for the sales presentation. This stage also extends the qualification of leads by determining if they meet the criteria for a potential sale. Therefore, the best choice is B.

Question 8

Several months ago, Veronica took over the sales territory managed by a very successful salesperson. Veronica should use __________ as a first source of leads.

Accepted Answer

Veronica should first look at her current customers and try to expand business with them. These customers are already familiar with the company's products/services and have established a level of trust, making them more likely to make additional purchases. It also costs less to retain current customers than to acquire new ones.

Question 9

One reason B2B salespeople spend considerable time qualifying potential customers is because

Accepted Answer

B2B sales presentations can often require a significant investment of time and resources, so it is important for salespeople to qualify potential customers before approaching them to ensure that they are a good fit for the company's offerings and have a genuine interest in making a purchase. By qualifying prospects, salespeople can avoid wasting time on leads that are unlikely to result in a sale and focus their efforts on more promising opportunities.

Question 10

Galena is a new agent for a financial services company. She decides to join the local Chamber of Commerce, the local association of businesswomen, and the local chapter of the United Way organization. Galena is attempting to use __________ to generate leads.

Accepted Answer

Galena is using networking to generate leads by joining local business organizations and making connections within her community.

Question 11

Before approaching a potentially major B2B customer, a salesperson will usually

Accepted Answer

Before approaching a potentially major B2B customer, a salesperson will usually try to find out everything possible about the firm and its needs. This helps the salesperson tailor their pitch and offer a solution specifically designed to meet the needs of the potential customer, increasing the chance of a successful sale. Conducting an initial sales presentation to lower-level personnel, estimating commission, asking competitors, and assessing the corporate climate may also be helpful, but the most critical step is understanding the potential customer's needs.

Question 12

Yara has identified an attractive potential customer for her biodiesel home power system. She knows the customer is concerned about the environment and has considerable financial resources. The customer is also a respected leader among wealthy environmentalists in the area. Next Yara will

Accepted Answer

Yara should establish goals for meeting with the customer in order to have a clear plan and purpose for the meeting. This will help ensure that Yara can effectively present her biodiesel home power system in a way that appeals to the customer's concerns and interests. Evaluating alternative systems available from competitors, sending a list of objections and responses, or offering a first-time discount are not necessarily the best next steps without first establishing the goals for the meeting and understanding the customer's specific needs and interests.

Question 13

Brandon is in the process of qualifying leads he received from corporate headquarters. Brandon will assess

Accepted Answer

Brandon is trying to determine whether it is worth pursuing these potential customers, which is the main purpose of lead qualification. The other options are important tasks in the sales process, but they are not directly related to lead qualification.

Question 14

Trade shows are a particularly good source of B2B sales leads because

Accepted Answer

Trade shows are specifically designed for industry professionals and potential buyers to come together in one location, creating a high concentration of individuals interested in the products and services being offered. This makes it a prime opportunity for businesses to generate B2B leads. Options A, B, D, and E are incorrect because trade shows are typically not open to the general public, are not necessarily sanctioned by the government, are not determined by consumer preferences, and can be quite expensive to participate in.

Question 15

__________ is a method of prospecting in which salespeople telephone or visit potential customers without appointments.

Accepted Answer

Cold calling is a method where salespeople call or visit potential customers without prior appointments. They may not have any prior information about the prospect and may be reaching out to them for the first time. This method requires a lot of preparation and skill since salespeople have to engage the prospect and create interest in their products or services.

Question 16

When a plumbing contractor drove up to Bill's house in a brand new Mercedes, Bill decided this person would be too high-priced even before the plumbing contractor offered his bid. Bill made the mistake of

Accepted Answer

Bill made the assumption that the plumbing contractor would be too expensive based solely on their appearance and the car they drove, without actually getting a bid for the job. This shows a bias and lack of consideration for other factors that may affect the price, such as experience, location, or materials used.

Question 17

The beginning of the sales presentation may be the most important part of the selling process, because this is where the salesperson establishes

Accepted Answer

The beginning of the sales presentation sets the tone for the rest of the interaction and helps the salesperson understand where the customer is in the buying process. This allows the salesperson to tailor their presentation to the customer's needs and interests, increasing the chances of making a sale.

Question 18

Boris tells a colleague all about a major prospect Boris plans to call on in the next few days and asks the colleague to pretend to be a customer while he makes his sales presentation. Boris and his colleague are engaged in

Accepted Answer

Boris and his colleague are engaged in role playing, where the colleague is pretending to be a customer to help Boris practice his sales presentation.

Question 19

Kathleen has found out everything she can about a newly qualified lead. She has practiced making her sales presentation and has determined what goals she has for the first meeting. Kathleen has finished the ___________ stage of the selling process.

Accepted Answer

Kathleen has completed the preapproach stage, which includes researching and preparing for the first meeting with a qualified lead.

Question 20

During the preapproach stage, a salesperson usually conducts additional research about prospects and

Accepted Answer

During the preapproach stage, a salesperson typically plans for the sales presentation by selecting the right materials, identifying appropriate channels for communicating with the prospect, deciding on the presentation's structure, rehearsing the presentation, and developing a sales strategy.

Quiz 19: Personal Selling and Sales Management