Question 1

What is the salesperson's goal when a prospect is in the conviction stage of the buying decision?

Accepted Answer

The answer of What is the salesperson's goal when a...

Question 2

At what stage of a prospect's buying decision is it best for a salesperson to use the FAB formula?

Accepted Answer

The answer of At what stage of a prospect's buying...

Question 3

A corporate customer wanted to give similar Clearwater hampers to its customers who come from a variety of different ethnic backgrounds,which include those who do not eat pork or drink alcoholic beverages.This would require Clearwater to act as a _____ so that each individual gift was culturally-appropriate.

Accepted Answer

Clearwater would need to be a creative problem solver in order to provide culturally-appropriate hampers to customers with different dietary restrictions and preferences. They would need to find alternative options for pork and alcohol-free products to create a customized and tailored gift for each individual customer.

Question 4

A _____ would provide Peter Austin with information about who makes the buying decisions for a prospective corporate customer,the buyer's background,and what kind of credit and delivery terms the account requires.

Accepted Answer

A customer profile provides information about a prospective customer, including their background, decision-making process, and preferences. This information can be critical for salespeople like Peter Austin to tailor their approach to each individual customer and improve their chances of making a sale. The FAB formula focuses on identifying the features, advantages, and benefits of a product or service, rather than the customer's profile. The customer benefit plan is a tool for identifying and communicating the benefits of a product or service to customers. Value analysis is a method for evaluating the cost and benefits of different options. SWOT analysis is a tool for identifying an organization's strengths, weaknesses, opportunities, and threats. While useful for strategic planning, it is not as directly relevant to Peter Austin's need for customer information as a customer profile.

Question 5

In planning a preapproach for a multinational corporation,Peter Austin should first:

Accepted Answer

Determining a sales call objective is crucial as it sets a clear goal for the interaction, guiding the approach and ensuring that the meeting is purposeful and aligned with the prospect's needs.

Question 6

Corporations in the _____ stage of the buying process would have a strong belief that no other company provides better gifts than Clearwater Hampers.

Accepted Answer

The conviction stage of the buying process refers to when the buyer has a strong belief in the superiority of a particular product or service. In this case, the corporation has a strong belief that Clearwater Hampers provides the best gifts, indicating that they are in the conviction stage.

Question 7

The fact that Clearwater Hampers has repeat corporate customers indicates that it creates _____ with its customers.

Accepted Answer

Clearwater Hampers' repeat corporate customers indicate that the company has established a strategic relationship with them. A strategic relationship implies that the company is working collaboratively with its customers to create value over the long term. This relationship is characterized by trust, mutual benefit, and a commitment to achieving common goals.

Quiz 7: Planning the Sales Call Is a Must