The first step in developing a strategic prospecting plan is to allocate time for prospecting activities

1 point

True

False

When combining the two categories of questions, if a salespersons strategic objective is to change topics or redirect the buyers attention, and the amount and specificity of information desired is discussion and interpretation, which type of questions will be used? *

1 point

a. closed-end questions designed to be evaluative in nature

b. open-end questions designed to be tactical in nature

c. dichotomous or multiple-choice questions designed to be reactive in nature

d. open-end questions designed to be probing in nature

What is the first step in a strategic prospecting plan?= *

1 point

a. set goals for prospecting activities

b. allocate specific times for prospecting activities

c. track results of prospecting activities

d. evaluate the effectiveness of prospecting activities

why should a salesperson have a good knowledge of the company he or she works for and the industry in which it competes? *

1 point

a. It helps to ensure consistent levels of value-added service to customers.

b. Knowing the companys history provides valuable context for understanding its current strategy.

c. Knowing the industry will provide the salesperson with competitive salary information.

d. Company and industry knowledge are two areas that customers often use to test new salespeople at the beginning of a relationship.

In comparison to the consumer buying process, the business buying process has more steps and tends to be more logical in its approach. *

1 point

True

False

Libby is a salesperson making a sales proposal to a potential customer who uses a multiattribute model when making buying decisions. During the presentation she learns that your product offering will not maximize the buyers evaluation score in comparison with a competitors offering. What is probably her best strategy to follow? *

1 point

a. end the presentation without disclosing her products weaknesses

b. exaggerate a little on several dimensions to improve the score

c. attempt to explain to the buyer that the characteristics on which her product scores low are not really important

d. modify the market offer to one that is more customized to her buyers needs