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Exam 7: Planning the Sales Call

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Question 31

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Amy is given the name of a potential prospect. What general sources of information should she consider checking before approaching the prospect?

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Amy should start with resources within h...

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Question 32

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Which of the following is an example of a good call objective for a first call for a product that would require a large capital investment?

A) to become better acquainted
B) to get the prospect to agree to visit our local distribution center
C) to get the prospect to identify all the other members of the firm who will play key roles in this decision
D) to get the prospect to agree to move its main factory to Alabama
E) all of the above

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Question 33

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Racetracks are a good place to do business because the customer is free from other distractions.

In "Webcasting Can Be the Answer" Steptoe & Johnson decided to use webcasting for sales presentations primarily because:

Having multiple sales objectives can reduce salespeople's fear of failure.

How might you word a primary and a secondary objective about you and your success in this class?

When Maggie was a student at TCU, she had a management professor who deliberately embarrassed her in front of the entire class. After leaving TCU, Maggie was hired in a supervisory position at Freeborn Tool & Die. Freeborn is planning on implementing a total quality management strategy and is considering hiring the consultant firm owned by her former professor. If you are the salesperson selling the consultant firm's services, you need to be aware that Maggie is a(n) :

A Salesperson's job is to discover what the customer values and then find ways to overcome customer resistance.

Victor is calling on Meridian Cabinetworks. His goal is to sell it a customized profile sander valued at about $3,500. He'd be willing to accept a Meridian purchase of one his firm's ready-made sanders, which sell for $1,999. 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 calls with other local wood workers. For Victor, the testimonial from the Meridian owner is part of his:

In "Planning is Crucial" TEK Solutions representative Russ Orning believed his company got the contract to provide IT employment services for NRC based on his firm's planning and what other factor?

Which of the following statements about sales call objectives is true?

What do salespeople call someone like Greg, who listens to what other people in his organization say and then decide whether to purchase the salesperson's product?

Which of the following would be appropriate to do while using the telephone to gain a sales appointment?

A salesperson who routinely accomplishes his or her _____ objectives is apparently setting his or her objectives too low.

What two methods are used when the buyer(s) is in one location and the salesperson who is presenting a product demonstration is in another physical location?

Which of the following statements about obtaining precall information is FALSE?

Why should a salesperson make an appointment whenever possible?

Martin is planning his first sales call on F&S Industries. He has decided to postpone the call until he knows everything there is to know about the company and the prospects on which he will be calling. What's wrong with this idea?

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." What is Brenda stating and what should Alex do?

To get the CEO's secretary to give him an appointment, Oscar mentioned an earlier talk he had with the president of the firm about what his company has to offer. He is hoping this technique of _____ will get him in to see the CEO sooner since the secretary may fear getting in trouble if she puts him off too long.