Question 1

Direct mail and telemarketing may be used as part of the prospecting process.

Accepted Answer

Direct mail and telemarketing are traditional methods used in the prospecting process to identify and reach out to potential customers.

Question 2

Successful selling to prospects is about short term relationships between sellers and qualified buyers.

Accepted Answer

Successful selling often involves building long-term relationships with prospects, focusing on understanding their needs and providing solutions that meet those needs over time, rather than just making a quick sale.

Question 3

Prospecting is the term used for finding new customers or repositioning to attract current users.

Accepted Answer

False

Question 4

Telemarketing is phoning the prospects in order to generate and qualify sales leads.

Accepted Answer

Telemarketing involves contacting potential customers over the phone to generate interest in a product or service, thereby generating and qualifying leads for sales.

Question 5

It is important for the salesperson to understand the subtle difference between an opportunity and a need.

Accepted Answer

Understanding the subtle difference between an opportunity and a need allows a salesperson to tailor their approach more effectively, ensuring they address the specific situation of the potential customer, which can lead to more successful sales outcomes.

Question 6

A salesperson could create skepticism or misunderstanding by introducing a "proof source."

Accepted Answer

The answer of A salesperson could create skepticism or misunderstanding...

Question 7

Personal selling can reduce risk and is effective in getting customers to close the deal and sign the contract.

Accepted Answer

Personal selling allows for direct interaction between the seller and the buyer, enabling the seller to address and mitigate the buyer's concerns, tailor the sales pitch to the buyer's specific needs, and effectively persuade the buyer to make a purchase decision, thereby reducing perceived risk and facilitating the closing of the deal.

Question 8

Customers buy features, not benefits.

Accepted Answer

Customers buy benefits, which are the outcomes or results that they will experience from using the product or service, rather than the features, which are the characteristics or specifications of the product itself.

Question 9

The sales approach has evolved little over the years in the hospitality industry and involves cold calling and leaving brochures.

Accepted Answer

The sales approach in the hospitality industry has evolved significantly over the years, incorporating digital marketing, social media, personalized experiences, and customer relationship management, moving away from traditional methods like cold calling and leaving brochures.

Question 10

Probing is separated into two categories: 1) open probes that encourage a customer to speak freely and elaborate, and 2) closed probes that involve a "yes" or "no" answer or a limited range of answers.

Accepted Answer

Open probes are designed to encourage broad, detailed responses, allowing the person to elaborate on their thoughts or feelings. Closed probes, on the other hand, are aimed at obtaining specific information and typically result in short or single-word answers, such as "yes" or "no," or a limited selection of responses.

Question 11

Personal selling is used in every organization.

Accepted Answer

Not every organization uses personal selling; it depends on the nature of the product, market, and overall marketing strategy. Some organizations may rely more on advertising, digital marketing, or other sales techniques.

Question 12

Qualifying prospects is one step in the personal sales process.

Accepted Answer

Qualifying prospects is a crucial step in the personal sales process, where salespeople assess whether potential customers have the need, authority, and financial capacity to buy their product or service.

Question 13

The sales process has evolved to where good sales people are good cold callers.

Accepted Answer

The sales process has evolved beyond just cold calling; good salespeople now utilize a variety of techniques including social media, content marketing, and relationship building to engage potential customers.

Question 14

Salespeople need to be consistently motivated to be effective.

Accepted Answer

Salespeople often work in environments that are highly competitive and face frequent rejections, so consistent motivation is crucial to maintain their performance and effectiveness.

Question 15

A feature of a product or service can be tangible or intangible.

Accepted Answer

A feature of a product or service can indeed be tangible, such as a physical attribute or component, or intangible, such as a warranty or customer service.

Question 16

When the final cost of a purchase is fixed and not negotiated, personal selling would be most appropriate.

Accepted Answer

Personal selling is more appropriate for high-value, complex, or customizable products where the final cost might be negotiated, not for products with a fixed final cost.

Question 17

A sales action plan widens the marketing plan and details tasks for each salesperson to execute.

Accepted Answer

The answer of A sales action plan widens the marketing...

Question 18

Prospecting is usually easier than calling on existing customers because new customers have a clean slate to begin the image formation process.

Accepted Answer

Prospecting is often considered more challenging than calling on existing customers because it involves reaching out to potential clients who may not be familiar with the company or its products, thereby requiring more effort to build trust and interest. Existing customers already have a relationship with the company, making it easier to sell additional products or services.

Question 19

The skills necessary to manage the selling process are different than the skills needed to sell.

Accepted Answer

Managing the selling process often involves strategic planning, team leadership, and performance analysis, while selling itself typically requires strong interpersonal skills, persuasive communication, and product knowledge.

Question 20

All salespeople should develop a code of ethics, both personally through the company.

Accepted Answer

A code of ethics helps ensure that salespeople conduct business in a professional, ethical, and responsible manner, fostering trust and long-term relationships with customers and stakeholders.

Quiz 17: Hospitality Distribution Systems