Question 1

According to most sales experts, who should industrial salespeople first call upon in a company that is new to them?

Accepted Answer

A)   the individual in the company who is the focus of dissatisfaction
B)   the individual in the company's purchasing department who is the focus of receptivity
C)   the individual in the company's purchasing department who is the focus of power
D)   the company's president
E)   none of the above is totally correct; sales experts don't agree who should be seen firstF) A) and E)
G) A) and D)

Question 2

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?

Accepted Answer

videoconfe...

Question 3

What are the benefits of multiple sales call objectives?

Accepted Answer

First, multiple sales call objectives he...

Question 4

What do salespeople call someone like Sarah, who is eager to learn about Brian's product offerings and willing to help him learn more about her company?

Accepted Answer

a focus of...

Question 5

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

Accepted Answer

A)   describe one benefit of your product
B)   provide the name of someone who is currently using your product
C)   describe the follow-up service your company offers
D)   answer any objections to the appointment that might occur
E)   do none of the aboveF) All of the above
G) A) and B)

Question 6

Hugh sells copying equipment to colleges and universities. He competes with Xerox, Canon, and similar firms. Hugh's sales manager requires him to make an appointment when he calls on a prospect for the first time. As a result of following this instruction, Hugh can expect all of the following to happen EXCEPT:

Accepted Answer

A)   an increase in his chances of talking to the right person
B)   an order on his first sales call
C)   added dignity to his job as a salesperson
D)   make the salesperson an equal participant in the sales interview
E)   an increased potential of having adequate uninterrupted time with the prospectF) A) and B)
G) C) and D)

Question 7

Barrett often calls the offices of his prospects after 5:30 P.M. when he's trying to make appointments. He knows executives frequently work late, and after normal business hours, they often answer their own telephones. Thus, he avoids dealing with a secretary or receptionist who might attempt to prevent him from seeing the executive. This method of dealing with barriers is called:

Accepted Answer

A)   blockade running
B)   bypassing the gatekeeper
C)   going under the screen
D)   going around the screen
E)   an end runF) B) and D)
G) C) and D)

Question 8

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

Accepted Answer

Amy should start with resources within h...

Question 9

Why should a salesperson make an appointment whenever possible?

Accepted Answer

Appointments dignify the sales...

Question 10

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?

Accepted Answer

To gather all the informative is virtual...

Question 11

Which of the following is NOT generally considered a benefit of multiple call objectives?

Accepted Answer

A)   They help take away the salesperson's fear of failure
B)   Most salespeople can at least achieve their stated minimum objective
C)   Multiple objectives tend to be self-correcting
D)   Salespeople who always reach their optimistic objective realize they are probably setting their sights too low
E)   With multiple objectives, it is not necessary that all objectives be measurableF) B) and E)
G) C) and D)

Question 12

What is the term used to describe customer's perception of what they want to happen in a specific use situation?

Accepted Answer

The answer of What is the term used to describe...

Question 13

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?

Accepted Answer

The answer of What is the term used to describe...

Question 14

Sales strategists have identified three basic ways to interact with the screen or barrier to the prospect. List and briefly describe them.

Accepted Answer

The salesperson can go "over the screen....

Question 15

Kathy has just made an appointment with a potentially important prospect. She decides to send the prospect a copy of a recent article discussing global trends in the prospect's industry. Kathy is engaging in:

Accepted Answer

A)   a value proposition
B)   customer value messaging
C)   seeding
D)   videoconferencing
E)   overcoming influential adversariesF) C) and E)
G) A) and B)

Question 16

If you don't know the basics about a prospect's company:

Accepted Answer

A)   the prospect will usually be glad to assist you
B)   the prospect's receptionist will usually provide all the information needed
C)   many prospects will refuse to deal with you
D)   the government can be used to make companies disclose basic information for salespeople
E)   then "getting the basics" would be the formal objective for your first sales callF) B) and C)
G) A) and E)

Question 17

Which of the following would be the LEAST useful source of information about a prospect for a new salesperson?

Accepted Answer

A)   secretaries and receptionists in the your firm
B)   other salespeople who call on the prospect
C)   the prospect's website
D)   your company's database
E)   the prospect's competitorsF) None of the above
G) All of the above

Question 18

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

Accepted Answer

A)   A secretary might try to prevent the sales rep from getting an appointment or talking to the prospect on the telephone
B)   A prospect will never have any legitimate objections to granting an interview
C)   Prospects seldom ask questions about the salesperson's product
D)   The goal of the telephone call is to sell the product
E)   If you reach the prospect's voice mail, be sure to leave a messageF) C) and D)
G) A) and E)

Question 19

When making a sales call on a new customer, the member of the buying center the salesperson can expect to meet last is referred to as the:

Accepted Answer

A)   focus of receptivity
B)   power source
C)   focus of power
D)   power broker
E)   focus of finalityF) A) and C)
G) A) and B)

Exam 8: Planning the Sales Call

Sales strategists have identified three basic ways to interact with the screen or barrier to the prospect. List and briefly describe them.

Correct Answer
verified
The salesperson can go "over the screen....
View Answer

According to most sales experts, who should industrial salespeople first call upon in a company that is new to them?

Correct Answer
verified

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

Correct Answer
verified

What do salespeople call someone like Sarah, who is eager to learn about Brian's product offerings and willing to help him learn more about her company?

Correct Answer
verified
a focus of...
View Answer

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

Correct Answer
verified

What is the term used to describe customer's perception of what they want to happen in a specific use situation?

Correct Answer
verified

What are the benefits of multiple sales call objectives?

Correct Answer
verified
First, multiple sales call objectives he...
View Answer

Which of the following would be the LEAST useful source of information about a prospect for a new salesperson?

Correct Answer
verified

Why should a salesperson make an appointment whenever possible?

Correct Answer
verified
Appointments dignify the sales...
View Answer

Correct Answer
verified

Correct Answer
verified

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?

Correct Answer
verified
videoconfe...
View Answer

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

Correct Answer
verified
Amy should start with resources within h...
View Answer

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?

Correct Answer
verified
To gather all the informative is virtual...
View Answer

When making a sales call on a new customer, the member of the buying center the salesperson can expect to meet last is referred to as the:

Correct Answer
verified

Kathy has just made an appointment with a potentially important prospect. She decides to send the prospect a copy of a recent article discussing global trends in the prospect's industry. Kathy is engaging in:

Correct Answer
verified

If you don't know the basics about a prospect's company:

Correct Answer
verified

Which of the following is NOT generally considered a benefit of multiple call objectives?

Correct Answer
verified

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?

Correct Answer
verified

Exam 8: Planning the Sales Call

Sales strategists have identified three basic ways to interact with the screen or barrier to the prospect. List and briefly describe them.

Correct AnswerverifiedThe salesperson can go "over the screen....View AnswerShow Answer

According to most sales experts, who should industrial salespeople first call upon in a company that is new to them?

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

What do salespeople call someone like Sarah, who is eager to learn about Brian's product offerings and willing to help him learn more about her company?

Correct Answerverifieda focus of...View AnswerShow Answer

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

Correct AnswerverifiedShow Answer

What is the term used to describe customer's perception of what they want to happen in a specific use situation?

Correct AnswerverifiedShow Answer

What are the benefits of multiple sales call objectives?

Correct AnswerverifiedFirst, multiple sales call objectives he...View AnswerShow Answer

Which of the following would be the LEAST useful source of information about a prospect for a new salesperson?

Correct AnswerverifiedShow Answer

Why should a salesperson make an appointment whenever possible?

Correct AnswerverifiedAppointments dignify the sales...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

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?

Correct Answerverifiedvideoconfe...View AnswerShow Answer

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

Correct AnswerverifiedAmy should start with resources within h...View AnswerShow Answer

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?

Correct AnswerverifiedTo gather all the informative is virtual...View AnswerShow Answer

When making a sales call on a new customer, the member of the buying center the salesperson can expect to meet last is referred to as the:

Correct AnswerverifiedShow Answer

Kathy has just made an appointment with a potentially important prospect. She decides to send the prospect a copy of a recent article discussing global trends in the prospect's industry. Kathy is engaging in:

Correct AnswerverifiedShow Answer

If you don't know the basics about a prospect's company:

Correct AnswerverifiedShow Answer

Which of the following is NOT generally considered a benefit of multiple call objectives?

Correct AnswerverifiedShow Answer

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?

Correct AnswerverifiedShow Answer

Correct Answer
verified
The salesperson can go "over the screen....
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
a focus of...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
First, multiple sales call objectives he...
View Answer

Correct Answer
verified

Correct Answer
verified
Appointments dignify the sales...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
videoconfe...
View Answer

Correct Answer
verified
Amy should start with resources within h...
View Answer

Correct Answer
verified
To gather all the informative is virtual...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified