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1 | |
Trust is the primary bridge between buyer and seller. |
| | A) | True |
| | B) | False |
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2 | |
There are not many things you can do to decrease the nervousness you will experience before a sales presentation, so plan your strategy wisely and be prepared! |
| | A) | True |
| | B) | False |
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3 | |
The sales presentation objective should be directly beneficial to the customer. |
| | A) | True |
| | B) | False |
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4 | |
A customer profile is useless unless it reveals the buying firm's mission statement. |
| | A) | True |
| | B) | False |
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5 | |
Value analysis is an example of a business proposition for an industrial product. |
| | A) | True |
| | B) | False |
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6 | |
Closing the sale is always the easiest part of the sales presentation if all five of the mental steps have been implemented correctly. |
| | A) | True |
| | B) | False |
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7 | |
A(n) _____ is a method of achieving an end. |
| | A) | goal |
| | B) | plan |
| | C) | target |
| | D) | sales assumption |
| | E) | quota |
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8 | |
Nordstrom, the fashion retailer, is installing software in its 137 stores that will help the company gather customer preferences and product information. The software will assist the store's salespeople to understand each customer as a person with unique wants and needs. Nordstrom is helping its salespeople create _____ with the store's customers. |
| | A) | transactional relationship |
| | B) | strategic customer relationship |
| | C) | symbiotic relationship |
| | D) | exchange-oriented dependency |
| | E) | joint decision-making alliance |
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9 | |
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: |
| | A) | motivate the customer to buy even if the customer does not really need the product |
| | B) | continually monitor the competition |
| | C) | plan and rehearse the sales call |
| | D) | ignore customer objections |
| | E) | schedule the length of each sales call to be no more than thirty minutes |
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10 | |
Before you can develop your customer benefit plan, you need: |
| | A) | a rehearsed prepproach |
| | B) | an industry profile |
| | C) | to develop a marketing plan |
| | D) | to identify the buyer according to the FAB formula |
| | E) | none of the above |
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11 | |
The third stage in the customer benefit plan is to: |
| | A) | develop a suggested purchase order |
| | B) | develop a business proposition |
| | C) | develop SMART sales call objective(s) |
| | D) | rehearse the sales presentation |
| | E) | create a customer profile |
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12 | |
Kelly sells gear designed for surfers to the retail buyer for a ocean-front resort. When the prospect says, "I've seen enough, Kelly. There is no doubt in my mind that your company will provide our resort with the best quality surf gear for the money," he has reached the mental step called: |
| | A) | action |
| | B) | interest |
| | C) | desire |
| | D) | conviction |
| | E) | purchase |
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13 | |
Aaron sells Kevlar vests worn by police officers. As he makes his first call on the purchasing agent for a large metropolitan police force, he has set the following sales call objective: "To convince the prospect to buy lots of his products." What is wrong with this objective? |
| | A) | It does not set a specific time for the purchase to be made. |
| | B) | Aaron cannot know when his goal is achieved because it is not measurable. |
| | C) | This sales call objective is not specific. |
| | D) | This sales call objective is not realistic because in any selling relationship, there is a period of getting to know each other before purchase commitments are made. |
| | E) | Aaron did not create a SMART sales call objective. |
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14 | |
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. |
| | A) | desire |
| | B) | awareness |
| | C) | action |
| | D) | conviction |
| | E) | interest |
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15 | |
Which step within the selling process is most likely to move the prospect into and through the attention stage and into the interest stage? |
| | A) | the sales presentation |
| | B) | the trial close |
| | C) | the approach |
| | D) | the preapproach |
| | E) | meeting objections |
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