Multiple Choice

1

A plan:

classifies your relationships

is a constant truth that guides your business life

is a method of achieving an end

is a goal that differs from one sales call to another

defines success for you

2 Planning a sales call improves the chances of success by:

guiding business decisions.

using effective prospecting methods and techniques

identifying a prospect's mental steps

classifying relationships.

exhibiting an understanding of the buyer's needs.

3 Gil is going on his first sales call, and he is very nervous. A professional salesperson would most likely tell him that the key to selling success is the willingness to:

plan and rehearse the sales call.

motivate the customer to buy even if the product is unnecessary.

schedule the length of each sales call to be no more than 30 minutes.

continually monitor the competition for new products.

ignore customer objections.

4 Emmitt sells materials to auto body repair shops. When he called on Precision Body Shop, Emmitt wanted to sell the shop owner 10 cases of his company's base coating paint within six months. In terms of SMART, Emmitt's objective:

cannot be quantified

is appropriate

is not achievable

is missing a reference to a time period

does not have a specific order size

5 Which of the following is LEAST relevant when developing a customer benefit plan?

developing a marketing plan

rehearsing a sales presentation

suggesting a purchase order

Writing a business proposition

utilizing the FAB formula

6 The third stage in the customer benefit plan is to

develop a suggested purchase order

develop a business proposition

create a customer profile

develop SMART sales call objective(s)

rehearse the sales presentation

7 What is the first step to creating a well-organized presentatio

8 Kelly sells surfing gear to different retailers in San Diego. During a sales presentation, a prospect said, "Kelly, your surfing gear definitely meets the price and style demands of my customers." The prospect had most likely reached the mental step called:

interest

desire

action

conviction

purchase

9 The Pokon Chrysal salesperson made the florist aware of an organic chemical that would lower water pH and make flowers last longer at half the cost of the method he was currently using. Now that the salesperson has the attention of the florist, the prospect's next mental step will be the _____ step.

nterest

action

conviction

awareness

desire