Question 1

Company files are a good source of information on current customers,but are not reliable for past customers.

Accepted Answer

Company files can actually be a reliable source of information on past customers, as they typically keep records of past transactions and interactions with customers.

Question 2

The approach is the make-or-break part of the presentation - if it goes poorly,the salesperson does not get a chance to give a presentation.

Accepted Answer

False

Question 3

Networking by the salesperson accounts for nearly two-thirds of sales leads.

Accepted Answer

False

Question 4

The key to need assessment is effective one-way communication from the salesperson to the customer.

Accepted Answer

The key to need assessment is effective two-way communication between the salesperson and the customer, as it involves active listening and understanding the customer's needs and preferences. One-way communication from the salesperson to the customer may not provide the necessary information and insights required to assess the customer's needs accurately.

Question 5

To increase the chance that the salesperson will have the full attention of the buyer during the meeting,an appointment is recommended.

Accepted Answer

Having an appointment ensures that both the salesperson and the buyer have set aside dedicated time for the meeting, and minimizes the likelihood of interruptions or distractions. This increases the chances of the salesperson having the full attention of the buyer during the meeting.

Question 6

The key to successful selling is the believability of the presentation.

Accepted Answer

The believability of the presentation is essential in convincing the buyer to make a purchase, so it is true that it is a key to successful selling.

Question 7

If a planned presentation does not effectively use the customer's jargon,the customer often asks the language to be adjusted to their industry standard.

Accepted Answer

The answer of If a planned presentation does not effectively...

Question 8

Which of the following is not one of the eight steps of the sales process?

Accepted Answer

Networking is not one of the eight steps of the sales process. The eight steps are: prospecting, preparation, approach, needs assessment, presentation, handling objections, closing, and follow-up.

Question 9

Prepared sales presentations (e.g. ,"canned" sales talk)have several advantages over the creation of a new and unique presentation for each customer.

Accepted Answer

Prepared sales presentations have advantages such as consistency, efficiency, and ensuring key points are covered consistently. They also allow salespeople to focus on building relationships and addressing specific customer needs during the presentation.

Question 10

The most important part of planning the sales presentation is structuring it to ensure a sales result.

Accepted Answer

The most important part of planning the sales presentation is understanding the customer's needs and tailoring the presentation to address those needs, rather than just structuring it to ensure a sales result.

Question 11

A laid-back approach in product demonstration has been proven most effective.

Accepted Answer

A laid-back approach in product demonstration is not universally most effective; the effectiveness depends on the audience, product type, and context. Some situations require a more energetic, detailed, or formal approach to engage the audience and effectively communicate the product's value.

Question 12

Providing a summary of benefits is a common method of closing sales.

Accepted Answer

Providing a summary of benefits is a proven strategy to persuade potential customers to make a purchase by highlighting the advantages of the product or service being offered.

Question 13

Telemarketing is an effective tool to help salespeople identify and qualify customers.

Accepted Answer

Telemarketing allows salespeople to directly contact potential customers and engage in conversations to determine their level of interest and potential fit for the product or service being offered. This helps to identify and qualify leads, ultimately leading to more successful sales outcomes.

Question 14

The sales approach is the step in the sales process immediately before qualifying leads.

Accepted Answer

The sales approach is a step that comes after qualifying leads, not before. The correct order of the sales process is prospecting, qualifying leads, sales approach, presentation, handling objections, closing, and follow-up.

Question 15

"Canned" presentations are designed to eliminate the individual/unique personality of reps,therefore eliminating errors in presentation as a whole.

Accepted Answer

Canned presentations are standardized and scripted presentations, but their primary goal is not to eliminate the individual or unique personality of representatives. Instead, they aim to ensure consistency, accuracy, and efficiency in conveying a message or information.

Question 16

Pre-call planning includes all the information gathering activities which salespeople perform to learn relevant facts about the prospects and their needs and situation.

Accepted Answer

Pre-call planning is the process of collecting and organizing all the necessary information before making a sales call, so that the salesperson is well-informed about the prospect's situation and can tailor their pitch accordingly. This includes researching the prospect's company, industry, and competitors, as well as identifying any specific needs or pain points that the prospect may have. By doing this preparation work ahead of time, salespeople can have more productive conversations with prospects and increase their chances of closing deals.

Question 17

Once set in motion,a sales plan should not be changed.

Accepted Answer

Sales plans (like any other plans) should be adaptable and flexible to changes in the market, customer needs, and other external factors. Making adjustments and updates to the plan is necessary to keep it relevant and effective.

Question 18

Analysis of sales leads is the sole responsibility of the Marketing Department.

Accepted Answer

Analysis of sales leads often involves collaboration between the Marketing Department and the Sales Department, as well as potentially other departments, to effectively target and convert leads into customers.

Question 19

Typically,salespeople spend over 95 percent of their time on the steps of the sales process.

Accepted Answer

According to sales experts, salespeople typically spend more than 95 percent of their time on the seven steps of the sales process: prospecting, making the initial contact, qualifying the prospect, making the presentation, addressing objections, closing the sale, and following up.

Question 20

"How do the maintenance problems affect your operations" is a situational type of question.

Accepted Answer

The answer of "How do the maintenance problems affect your...

Quiz 3: Personal Selling Process