Question 1

What is most likely needed in order to develop a customer benefit plan?

Accepted Answer

A sales objective and a customer profile are needed before a salesperson can develop a customer benefit plan. These are components of preapproach.

Question 2

Sasha sells how-to books and is going on a sales call to a local bookstore.Sasha knows the purchasing policies of the store,the person responsible for buying decisions,and the financial terms required by the store. Such information can be found in Sasha's:

Accepted Answer

A customer profile sheet should include as much relevant information as possible regarding the firm, the buyer, and the individuals who influence the buying decision to properly develop a customized presentation.

Question 3

In a SMART sales call objective,the "T" refers to the fact that the objective should:

Accepted Answer

SMART sales call objectives are specific, measurable, achievable, realistic, and timed. The salesperson should identify when the objective will be accomplished.

Question 4

A sales call objective:

Accepted Answer

The more specific the sales call objective, the better. Sales call objectives can be modified if it is not appropriate.

Question 5

Jack,an office supply salesperson,recently called on a customer who was trying to select photos to include in a catalog.The customer wanted to look at the 10 photos side-by-side for comparison,but his easel was too small and the cinderblock walls in the office would not hold tacks or tape.The customer explained that the situation was a regular issue for him.Jack obtained a roll of cork and a can of cork glue to convert an office wall into a giant bulletin board.In this instance,Jack acted as a(n):

Accepted Answer

Today's salespeople need to be creative problem solvers who have the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.
Jack was able to creatively marshal his resources to address a customer's strategic needs, which most likely strengthened the customer relationship.

Question 6

All of the following hold true of the customer relationship model EXCEPT:

Accepted Answer

The customer relationship model brings together the main elements of consultative selling and shows that customers have strategic needs that salespeople must meet through creative solutions, which benefits both buyers and sellers. This results in the seller being able to sell the customer again and again and building a long-term relationship.

Question 7

The four components of sales call planning,in their correct order,are:

Accepted Answer

The first step of sales call planning is identifying sales call objectives. Developing a customer profile, reviewing customer benefits, and creating a sales presentation are the next steps.

Question 8

Which of the following is the most likely reason that salespeople plan their sales calls?

Accepted Answer

Numerous reasons for planning the sales call including the fact that planning reflects professionalism. Objections cannot be eliminated from a sales call, although planning may address many of them.

Question 9

Which of the following statements is most likely true?

Accepted Answer

By definition, a sales call must move systematically toward a sale, but it doesn't necessarily involve elaborate planning. Selling is not complex, but it is difficult to be successful consistently.

Question 10

Lev Knossos sells high tech equipment and software to companies in Greece.When he first started selling to Greek businesses,he was told that the Greek market lagged behind others in the use of technology.After conducting research,Knossos visited the Commercial Bank of Greece and explained how his products could create Web pages for the bank and facilitate banking transactions.By applying his product knowledge to solve a technology issue that he identified,Knossos took the role of:

Accepted Answer

Today's salespeople need to be creative problem solvers who have the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.
Knossos was able to identify a problem and explain the benefits of his creative solution to the bank.

Question 11

A(n)_____ has the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.

Accepted Answer

Today's salespeople need to be creative problem solvers who have the ability to develop and combine nontraditional alternatives to meet the specific needs of the customer.
The better a salesperson is at creatively marshaling all available resources to address a customer's strategic needs, the stronger the customer relationship becomes.

Question 12

Which term refers to the main purpose of a salesperson's contact with a prospect?

Accepted Answer

The main purpose of contacting a prospect is known as the sales call objective. Identifying the objective is the first step in the sales call planning process.

Question 13

Avi sells paint to shops that repair wrecked vehicles.When Avi called on Elwood Body Shop,he wanted to sell the body shop owner six cases of his company's base coating paint.In terms of the acronym SMART,Avi's objective:

Accepted Answer

SMART sales call objectives are specific, measurable, achievable, realistic, and timed. Avi's objective failed to identify when the goal of selling six cases would be accomplished.

Question 14

Garth sells spray booths for repainting vehicles to shops that repair wrecked vehicles.The spray booths are used for painting cars and trucks and come in a variety of sizes.The spray booths are used to contain the paint and to protect the car surface while the paint is drying.When Garth called on Elwood Body Shop,his _____ was to sell the body shop owner one of his company's taller spray booths designed for trucks.

Accepted Answer

The main purpose of contacting a prospect is known as the sales call objective. Identifying the objective is the first step in the sales call planning process. Garth's objective was to sell spray booths.

Question 15

A salesperson engaged in sales call planning should:

Accepted Answer

A component of planning a sales call is to develop a customer benefit profile. The other steps include identifying call objectives, developing a customer profile, and creating a sales presentation.

Question 16

Aaron is nervous about going on his first sales call.Which of the following would be the best advice to give Aaron?

Accepted Answer

Aaron could reduce his nervousness and increase self-confidence by planning and practicing the sales presentation.

Question 17

Which of the following statements about sales call objectives is true?

Accepted Answer

The main purpose of a sales call is the objective, which should benefit the customer rather than the salesperson. Such objectives are essential both for sales presentations and less formal visits with a customer.

Question 18

In a SMART sales call objective,the "A" and "M" refer to the fact that the objective should be:

Accepted Answer

SMART sales call objectives are specific, measurable, achievable, realistic, and timed.

Question 19

Monty sells safety equipment to law enforcement agencies.Before calling on the Humphrey Sheriff's Department,he decided that he wanted to get an order for eight new bulletproof vests from the sheriff before he left the office.In terms of the acronym SMART,Monty's objective:

Accepted Answer

Monty's goal to sell eight vests before leaving is very specific and detailed.

Question 20

Which of the following is a component of sales call planning?

Accepted Answer

The first step of sales call planning is identifying sales call objectives.
Developing a customer profile, reviewing customer benefits, and creating a sales presentation are the next steps.

Quiz 8: Planning the Sales Call Is a Must