McGraw-Hill OnlineMcGraw-Hill Higher EducationLearning Center
Student Center | Instructor Center | Information Center | Home
Chapter Objectives
Chapter Overview
Multiple Choice Quiz
True or False
Glossary
Web Links
Feedback
Help Center


ABC's of Relationship Selling, 7/e
Charles M. Futrell, Texas A&M University
Planning the Sales Call Is a Must!

True/False Quiz



1

Salespeople who are strategic problem solvers often develop solutions for customers that are creative in addressing the customer's strategic needs.
A)True
B)False
2

Developing and combining nontraditional alternatives to meet the specific needs of the customer is termed strategic problem solving.
A)True
B)False
3

The buyer's background, the background of the buyer's company and the buyer's expectations of you as a salesperson are part of the customer lead list.
A)True
B)False
4

Attention, interest, desire, and conviction are part of the prospect's five mental steps in buying.
A)True
B)False
5

Salespeople feel a person should not be asked to buy a product until the prospect's mind has entered the conviction step of the mental process.
A)True
B)False




McGraw-Hill/Irwin




Copyright2002 McGraw-Hill Higher Education
Any use is subject to the Terms of Use and Privacy Policy.
McGraw-Hill Higher Education is one of the many fine businesses of The McGraw-Hill Companies.