Question 1

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

Accepted Answer

During the preapproach stage, a salesperson typically develops plans for meeting with the customer. This involves determining the best approach to take based on the research conducted about the prospect, their needs, and preferences. The salesperson may also consider logistical details such as scheduling the meeting and determining where it will take place.

Question 2

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 finished the preapproach stage of the selling process, which involves researching and preparing for the initial meeting with the lead. The other stages, such as qualifying leads and closing the sale, come later in the process.

Question 3

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 and receiving feedback on sales presentations in a safe environment with colleagues. It can help identify areas for improvement and increase confidence in delivering the presentation.

Question 4

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 try to create interest in his company's product,and establish:

Accepted Answer

Establishing where the customer is in the buying process is crucial in determining the approach and pitch for the product. It also helps in determining the necessary follow-up and closing strategies.

Question 5

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

Accepted Answer

The preapproach stage occurs prior to meeting the customer for the first time. During this stage, the salesperson gathers information about the potential customer and prepares for the initial contact. This stage typically includes lead qualification, research, and determining the most effective approach for the sales presentation.

Question 6

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 can include researching the company online, contacting industry insiders, and even reaching out to current customers for insights. Conducting an initial sales presentation to lower-level personnel or estimating commission associated with making the sale may come later in the process after gaining a better understanding of the customer's needs and preferences. Asking competitors what they know about the prospect is not typically effective or ethical. Having current customers contact the prospect and assess the management environment may also not be desirable or feasible.

Question 7

After exchanging greetings 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 offered. This involves explaining the benefits and features of the product, and how it can meet the customer's needs. Only once the customer is interested will they be more likely to consider purchasing, which is when closing the sale and discussing cost may come into play. Re-qualifying the customer and offering alternatives may be important later on in the sales process, but creating interest should be the initial focus.

Question 8

When realtors meet with new customers,they frequently offer to estimate how much mortgage lenders will be willing to lend the customer.In the process,realtors assess buyers':

Accepted Answer

Realtors assess buyers' ability to purchase houses in different price ranges when estimating how much mortgage lenders will be willing to lend the customer. This involves evaluating the buyer's financial situation, income, debts, and credit history to determine the amount of money they qualify for. Preferences, closing techniques, propensity to consume, and response to telemarketing information are not as relevant in this context.

Question 9

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

"Judge a book by its cover" means to make assumptions about something or someone based solely on their appearance. Retail salespeople should not do this as it can lead to lost sales and potential discrimination.

Question 10

Today,telemarketing is used less often by marketers because:

Accepted Answer

All of the options listed have contributed to the decreased use of telemarketing by marketers. The low success rate, increased government regulations, and prohibitions on unsolicited calls to cell phones all make it more difficult for marketers to reach potential customers through telemarketing. The creation of the Do-Not-Call list also limits the number of people who are willing to receive telemarketing calls.

Question 11

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 is crucial for the salesperson to establish where the customer is in their buying process. This will allow the salesperson to tailor their approach and presentation accordingly.

Question 12

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

Accepted Answer

B2B sales can be expensive and time-consuming, so it is important for salespeople to focus their efforts on potential customers who are most likely to make a purchase. By qualifying potential customers, salespeople can determine if the customer has a genuine need for the product or service being offered, if they have the budget for it, and if they have the authority to make purchasing decisions. This helps to ensure that salespeople do not waste time or resources trying to sell to customers who are not a good fit.

Question 13

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 try to assess which of the ten businesses:

Accepted Answer

During the qualifying leads stage, the main objective is to identify potential customers who have a need for the product/service being offered and can afford it. Therefore, option C is the best choice. Option A is not relevant to the qualifying leads stage. Option B may be important for the later stages of the selling process but not the qualifying leads stage. Option D is not relevant to identifying potential customers who need and can afford health insurance packages. Option E is not the best choice as it includes options that are not relevant to the qualifying leads stage.

Question 14

Naren knows that he needs to ask a series of questions early in his sales presentation,but he also knows that he:

Accepted Answer

The answer of Naren knows that he needs to ask...

Question 15

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 researching and gathering information about the potential customer in order to qualify the lead.

Question 16

Like any effective salesperson,Tiffany walks into a customer's office,shakes hands,looks the customer in the eye,and smiles.After exchanging pleasantries,Tiffany will try to create interest in her company's product.Tiffany will likely ______________________ to adapt or customize her presentation to match the customer's needs.

Accepted Answer

By asking a series of questions, Tiffany can gather information about the customer's needs and preferences. This information can then be used to tailor her presentation and demonstrate how her company's product can meet the customer's specific requirements.

Question 17

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

Accepted Answer

The question is specifically asking about the process of qualifying leads, which involves determining whether or not it is worthwhile to pursue potential customers. While the other options may be important considerations later on in the sales process, they are not directly related to qualifying leads.

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 engaging in role-playing, where the colleague is pretending to be a customer while Boris makes his sales presentation. This is a common technique used in sales training to practice and improve sales skills before engaging with real customers.

Question 19

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 judged the plumbing contractor's pricing solely based on his outward appearance of driving a brand new Mercedes. This is an example of judging a book by its cover, or making assumptions about something based on its appearance rather than gathering more information or facts.

Question 20

Yara has identified an attractive potential customer for her bio-diesel 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 specific goals for meeting with the customer before making contact. This will ensure that she can tailor her presentation to the customer's needs and interests and increase the chances of making a successful sale. Additionally, by setting goals, Yara can measure the success of the meeting and determine any necessary follow-up actions. Evaluating alternative systems from competitors or sending a list of objections and responses may be helpful later in the sales process but should not be the first step. Calling the customer and offering a discount without first establishing a relationship or understanding their needs may come across as pushy or insincere.

Quiz 19: Personal Selling and Sales Management