Question 1

In using the need-satisfaction sales presentation approach, the needs of the customer should be determined in an initial sales call and then the solution to those needs should be presented in a follow-up sales call.

Accepted Answer

In the need-satisfaction sales presentation approach, the needs of the customer are determined in the initial sales call and the solution to those needs is presented in the same call, rather than in a follow-up call. This approach focuses on addressing the customer's needs in the moment and providing a solution that satisfies those needs.

Question 2

If the salesperson is not sure if the prospect is ready to close, the trial method of closing can be used to close the sale.

Accepted Answer

The trial method of closing involves giving the prospect a sample or trial of the product or service, which can help to confirm their interest and readiness to buy. Therefore, if the salesperson is unsure if the prospect is ready to close, using the trial method of closing can be an effective strategy.

Question 3

The most important part of the sales call, and the most difficult for most salespeople, is handling objections.

Accepted Answer

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Question 4

With the head-on approach to handling objections, the salesperson answers an objection directly, using tact to not offend the customer.

Accepted Answer

The head-on approach involves addressing objections directly and respectfully, without offending the customer.

Question 5

If a salesperson is paid commission on sales, then he or she tends to neglect the follow-up step in the selling process.

Accepted Answer

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Question 6

In personal selling, it is important to have quality leads because not all prospects are of equal value.

Accepted Answer

Quality leads are those who have a higher likelihood of purchasing the product or service being sold, making them more valuable prospects than others. Therefore, having high-quality leads can help salespeople maximize their efforts and increase their chances of closing deals.

Question 7

Identify and define the four types of sales presentation.

Accepted Answer

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Question 8

The problem-solution sales approach requires salespeople from the selling organization to analyze the buyer's business to determine the problems the prospect is facing and then offer the most feasible solution.

Accepted Answer

The problem-solution sales approach is about analyzing the buyer's business to identify their problems and offering solutions to solve those problems. Therefore, A is correct.

Question 9

Identify and evaluate the methods of generating sales leads.

Accepted Answer

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Question 10

If the salesperson has answered all of the objections and feels confident that a prospect is ready to buy, then using the summarization close works the best.

Accepted Answer

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Question 11

The sales presentation approach that resembles a joint-venture is the problem-solution approach.

Accepted Answer

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Question 12

Some customers do not have specific objections, but are worried about the consequences of switching vendors. In such situations, the best method to use would be the compensation method.

Accepted Answer

The best method to use in such situations is the Feel, Felt, Found method, as it addresses concerns by showing empathy, sharing how others felt similarly, and then explaining how their concerns were alleviated after making the switch.

Question 13

Information about a prospect should always be collected in advance to making a sales call.

Accepted Answer

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Question 14

In terms of generating sales leads, networking and using directories produces superior leads to using a firm's internal database.

Accepted Answer

Networking and using directories can be effective for generating sales leads, but a firm's internal database often contains higher quality leads due to the pre-existing relationship or interest in the firm's products or services.

Question 15

Identify the steps in the selling process.

Accepted Answer

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Question 16

In terms of generating leads for sales, trawling and data analysis of a firm's database can generate high potential leads.

Accepted Answer

Trawling and data analysis of a firm's database can help identify potential leads who have already engaged with the company or shown interest in their products/services, making them more likely to convert into sales.

Question 17

To avoid a confrontation with a customer and to avoid telling the customer that he or she is wrong, a salesperson can use the head-on approach to handling objections.

Accepted Answer

The head-on approach involves confronting the objection and tackling it directly, which may involve telling the customer that they are wrong or correcting their misunderstandings. To avoid confrontation or accusing the customer of being wrong, a salesperson may choose to use a different approach such as acknowledging the customer's concerns and offering alternatives or solutions.

Question 18

In terms of generating leads, the best method is purchasing response lists from database vendors.

Accepted Answer

Purchasing response lists from database vendors may not necessarily be the best method for generating leads as these lists may not be targeted to the specific audience or industry that a business is trying to reach. Other methods such as content marketing, social media advertising, and search engine optimization may prove more effective in generating high-quality leads.

Question 19

Telemarketers, retail sales clerks, and new field salespeople often use the need-satisfaction approach during the initial sales presentation.

Accepted Answer

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Question 20

When a customer's objections are partially true, a salesperson can use the indirect approach to handle the objection.

Accepted Answer

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Quiz 11: Database and Direct Response Marketing and Personal Selling