Question 1

According to the authors of the textbook,a good preapproach letter can be a valuable sales tool even in the age of social media.Which of the following is NOT a recommended tip offered by the authors when crafting a preapproach letter?

Accepted Answer

The authors recommend that the prospect should be the central theme of the preapproach letter, not the company. The other options given are all recommended tips for crafting an effective preapproach letter.

Question 2

It is impossible for a salesperson to make a sales call without a sales call objective.

Accepted Answer

The answer of It is impossible for a salesperson to...

Question 3

What term describes a salesperson that fears calling customers?

Accepted Answer

Call reluctance is a term used to describe a salesperson's fear or hesitation in making sales calls. It can occur due to various reasons such as fear of rejection, lack of confidence, or past negative experiences. It is important for salespersons to overcome call reluctance to reach out to potential customers and close more deals.

Question 4

The term "gatekeeper" is often associated with someone in an organization that makes procurement decisions.

Accepted Answer

The answer of The term "gatekeeper" is often associated with...

Question 5

There is very little a salesperson can do to decrease the level of nervousness salespeople experience when making sales call.The textbook recommends salespersons simply accept the fact being nervous is a function of the job.

Accepted Answer

The answer of There is very little a salesperson can...

Question 6

A well-planned telephone call can be effective in securing an appointment with a prospect and save a great deal of time for both you and the prospect.Which of the following is/are critical steps in executing an effective sales call?

Accepted Answer

The answer of A well-planned telephone call can be effective...

Question 7

The sales call objective should be directly beneficial to the customer.

Accepted Answer

The sales call objective should focus on addressing the customer's needs and solving their problems. Ultimately, the goal is to provide direct benefit to the customer, which will also benefit the salesperson or business in the long run.

Question 8

Salespeople need to be creative problem solvers who develop and combine non-traditional alternatives to meet the customer's specific needs.

Accepted Answer

Salespeople need to think creatively to find solutions to meet the customer's unique needs. This might involve considering alternatives outside of the traditional product or service offerings.

Question 9

What does the acronym CRM stand for?

Accepted Answer

CRM stands for Customer Relationship Management. It refers to the technology, strategies, and practices that organizations use to manage, analyze, and improve interactions with their customers.

Question 10

According to research undertaken by the Behavioral Sciences Research Press,the issue of Call Reluctance is widespread in industry.Which of the following are NOT supported by this research?

Accepted Answer

The research does not support the claim that customers tend to benefit from dealing with salespeople that experience call reluctance.

Question 11

In the acronym SMART,the "R" stands for "relevant to your customer."

Accepted Answer

The "R" in SMART stands for "realistic" or "reasonable."

Question 12

When Eddie determines and then suggests the type and quantity of bolts,nuts,screws and other fasteners his customer should buy,he is working on step three of his customer benefit plan.

Accepted Answer

The answer of When Eddie determines and then suggests the...

Question 13

There are four phases in most negotiations with a potential customer.Under which phase would you include finding out what other products or services your prospect is considering?

Accepted Answer

Finding out what other products or services a prospect is considering would fall under the studying phase of the negotiation process, which involves gathering information about the prospect's needs and situation. This information is then used to tailor the presentation or proposal to address those specific needs and differentiate your offering from competitors.

Question 14

Good business relationships are built on your knowledge of your company,industry,and customers' needs.

Accepted Answer

Good business relationships require understanding your company's strengths and weaknesses, industry trends, and the specific needs of your customers. This knowledge allows you to provide value and effectively communicate with your customers, leading to long-lasting and profitable relationships.

Question 15

When salespeople meet customers' strategic needs,both the seller and the customer win by attaining mutual goals.

Accepted Answer

When salespeople meet customers' strategic needs, it helps in building long-term relationships, increasing customer satisfaction, and achieving mutual goals, leading to a win-win situation for both the seller and the customer.

Question 16

Which of the following tactics should be used to help manage gatekeepers?

Accepted Answer

Engaging with gatekeepers is a vital tactic, as they often have decision-making power in organizations and can serve as allies in gaining access to the decision-makers. It is important to build a relationship with gatekeepers and demonstrate respect for their role in the organization. Using sneaky tactics, ignoring them, or bribing them can damage relationships and harm your chances of accessing decision-makers. Sweet talking them can be effective if done genuinely and respectfully.

Question 17

The customer benefit plan contains the nucleus of the information used in the salesperson's sales presentation.

Accepted Answer

The customer benefit plan outlines the benefits of the product or service and how it will meet the customer's needs. This information is used by the salesperson in their sales presentation to show the prospect how the product or service will benefit them.

Question 18

Which of the following is the best way to deal with voice mail?

Accepted Answer

Making a call to action is the best way to deal with voice mail, as it clearly communicates your intentions and encourages the recipient to respond. Leaving a long and detailed message can be overwhelming and time-consuming, while memorized sales presentations may come across as insincere or impersonal. Hanging up before leaving a message is unprofessional and ultimately unproductive.

Question 19

Bailey refuses to be coached and rebuffs advice given by her sales colleagues.In terms of call reluctance,Bailey would be considered:

Accepted Answer

The answer of Bailey refuses to be coached and rebuffs...

Question 20

High performing salespeople tend to be strategic problem solvers for their customers.

Accepted Answer

High performing salespeople understand their customers' needs and are able to craft solutions that address those needs. They have a deep understanding of the market and can identify problems that their customers may not have even considered yet. By being strategic problem solvers, they build trust and credibility with their customers, ultimately leading to more sales and long-term relationships.

Quiz 7: The Pre-Approach Planning Your Sales Call and Presentation