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Exam 7: Planning the Sales Call

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Question 1

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Experts suggest it makes sense to form new business relationships using webcasting or videoconferencing and then meet in person.

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Question 2

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What is the term used to describe the condition suffered by a salesperson who would rather spend time gathering and analyzing precall information than actually making the sales call?

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Describe the customer value proposition.

Secretaries and receptionists in the prospect's firm usually are a rich source of information.

Although you are aware that your prospect is married and has two young children, this information will be of no value to you since you are trying to sell machine tools to the prospect's firm.

Because Brenda does not have adequate precall information about her prospect, she may find herself in an embarrassing situation when she makes her sales call.

If an industrial salesperson makes her first call on the person in a potential client company who is most likely to listen willingly and provide her with needed valuable information, she is calling on the:

While using the telephone to gain a sales appointment, you should always:

Victor is calling on Meridian Cabinetworks. His goal is to sell them a customized profile sander valued at about $3,500. He'd be willing to accept a purchase of one his firm's ready-made sanders, which sell for about $2,000. Victor would really like to get the owner of Meridian to use the sander and to provide his company with a testimonial to help him get sales call appointments with other local wood workers. For Victor, the sale of the custom-built profile sander is his:

A salesperson for Otto Brock Orthopedic Industry is calling on an orthopedic hospital to sell his company's new computerized artificial limbs that anticipate and regulate movement by the user. The salesperson's sales call objective is to sell 20 limbs after convincing the buyer that the limb is superior to all other prosthesis and worth the $50,000 it costs. The salesperson has been given 15 minutes to make his sales presentation. What is wrong with this objective?

Alexandra's goal on her upcoming sales call is to sell Murphy's Hardware five 22-inch cut self-propelled lawn mowers. She'd be willing to accept an order for three. Of course, she'd like to get the owner to order fifteen mowers, display them in his store window, and use a promotional price of $179. For Alexandra, sale of five mowers is her:

Alex has set multiple sales objectives for his next call. As he begins his presentation, Brenda, the prospect, interrupts him and says "my goal is to avoid damage during shipping." Alex should recognize that Brenda is stating her views about:

The first place to look for information on the Internet about a prospect's company would be the prospect company's Web site.

Roland is surprised when one of the members of his sales team begins telling the prospect about all of the other products his company offers. Roland recognizes this is not consistent with the customer value proposition guideline of:

In real estate the standard mantra of what is most important is "location, location, location." What would be similar advice for salespeople preparing for a sales call?

If you don't know the basics about the prospect's firm, they will usually be glad to help you.

When searching the Internet about a prospect, where is the first source to look for information?

Which of the following statements about using the telephone to make sales appointments is FALSE?

Which of the following statements about using the telephone to make sales appointments is true?

Which of the following statements would be of value to insurance salespeople collecting information about prospects?