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Exam 7: Planning the Sales Call Is a Must

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Question 41

Multiple Choice

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According to The Core Principles of Professional Selling, a plan should primarily be based upon:

A) truth.
B) action.
C) benefits.
D) sales goals.
E) personal success.

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Question 42

Multiple Choice

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Maria, an office supply sales representative, is in the process of giving a sales presentation to the manager of a large accounting firm. Maria asks the manager, "How many desks do you think that you require?" The manager responds, "Three dozen. How soon can you deliver?" Which mental step has the manager reached?

A) Attention
B) Desire
C) Interest
D) Action
E) Conviction

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Question 43

True/False

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Purpose is a list of plans, goals, or objectives that differ from one sales call to another.

Careful planning of every aspect of the sales call helps the salesperson be organized and prepared to interact with the customer.

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

The ________ can be used to move prospects from mild interest to a strong desire for a product.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Corporations in the ________ stage of the buying process would have a strong belief that no other company provides better gifts than Clearwater Hampers.

Randal Lamson sells carpet and rugs. He approaches a retail chain of home renovation stores with a plan to sell five rugs. In terms of "SMART", his goal meets the requirement to:

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

The four components of sales call planning are (1) determining the sales call objective; (2) developing or reviewing the customer profile; (3) developing a customer benefit plan; and (4) preparing for closing the deal

Successful people have a tendency to make, implement, and evaluate plans.

The four elements of sales call planning (in their correct order) are:

Which component of a customer benefit plan most likely includes price, percent markup, and ROI?

________ selling makes the customer-relationship model viable.

According to the authors, what two components are necessary to bridge the gap between sellers and buyers?

The main reason the prospect should purchase your product is that its benefits fulfill certain needs.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." The fact that Clearwater Hampers has repeat corporate customers indicates that it creates ________ with its customers.

Salespeople and customers need to work together to achieve a mutually beneficial agreement.

Reyna sells children's encyclopedias. Before a sales call at a local bookstore, Reyna collected background information about the company using Manta.com and LinkedIn, and reviewed the store's typical business terms and requirements. Reyna compiled this information in her:

What is the main purpose of a salesperson's contact with a prospect?