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| Question | Answer |
|---|
| Which of the following is not one of the four dimensions of sales call anxiety?
| D. recognition of the economic value of most prospecting activities
|
| A salesperson may suffer from call reluctance because he or she:
| E. experiences any or all of these
|
| Which of the following statements about lead qualification and management is true?
| E. All of these statements about lead qualification and management are true
|
| A lead management system is:
| C. used to analyze the relative value of each lead
|
| Which of the following is NOT a limitation commonly experienced with telephone prospecting?
| E. it is more expensive per person reached than cold canvassing
|
| Pete is a salesperson at the local Honda dealership. He frequently offers a person who buys cars from him $50 if they refer someone else to him who buys a new car. Pete is attempting to get these people to act as his:
| B. spotters
|
| Brenda is considering purchasing a list of potential customers from a list dealer. Which of the following is NOT a concern that Brenda should evaluate regarding the list she is considering?
| C. The list may contain new names she has not heard of before.
|
| The NAICS system is:
| D. a product and industry classification system
|
| Often the primary function of salespeople at trade shows is to:
| E. qualify leads for future follow-up
|
| Roger sells farm equipment. About twice a month he visits the farm of Frank Copeland. Copeland hasn't bought a new piece of equipment in 20 years, but he always seems to know who's in the market for Roger's farm equipment. Copeland likes to gossip and sha
| C. center of influence
|
| Laura knows the sales presentation she just made did not go well. The prospect is a leader in the local Chamber of Commerce and she is concerned her poor presentation might lead to:
| D. negative referrals
|
| Which of the following statements about prospecting is true?
| B. not all leads will be prospects
|
| To qualify as a prospect, a lead must have:
| E. all of these
|
| What is the third stage of the self-management process in selling?
| B. implementing a time management strategy
|
| The final stage of the self-management process is:
| E. evaluating your own performance
|
| For a goal to be successful, it should be:
| E. all of these
|
| Which of the following slogans suggests efforts to improve a salesperson's efficiency?
| D. "work smarter, not harder"
|
| Which of the following statements about customer classification and resource allocation to customers is true?
| B. the 80-20 principle can be used to help allocate resources to the most profitable customers
|
| Roderick sells restaurant supplies to eateries in Kentucky. Because his clients do much of their own business at lunch, he finds they prefer him to call between 9 and 11 and between 1:30 and 4:30. He uses other times of the day to travel and take care of
| B. prime selling time
|
| What can a salesperson do to minimize the impact of paperwork on his or her prime selling time?
| E. do all of these
|
| As a salesperson, you know planning your sales calls offers a number of advantages. All of the following are generally recognized as advantages in planning your sales calls EXCEPT:
| C. it assures you will actually achieve all of your call objectives
|
| Which of the following statements about obtaining precall information is FALSE?
| C. collecting the information needed is usually quick and easy
|
| Which of the following statements would be of value to insurance salespeople collecting information about prospects?
| E. all of these are valuable to the salesperson
|
| A farm machinery salesperson has spent the last 3 weeks gathering information about a prospective customer. He has researched the customer and analyzed their buying potential. When asked when he was going to call on the prospect, he said that he needed a
| B. analysis paralysis
|
| Which of the following would be the LEAST useful source of information about a new prospect for a salesperson?
| A. secretaries and receptionists in a competitor's firm
|
| According to the text, what are the criteria for effective objectives?
| D. specific, realistic, and measurable
|
| 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?
| C. to get the prospect to identify all the other members of the firm who will play key roles in this decision
|
| Alexandra's goal on her upcoming sales call is to sell Murphy's Hardware five 22 inch lawn mowers. She'd be willing to accept an order for 3. For Alexandra, sale of 5 mowers is her:
| D. primary call objective
|
| A safety equipment salesperson calling for the first time on a prospect should try to schedule an appointment with the focus of ___ that is a person like a safety engineer who understands why fire extinguishers and other safety equipment are important to
| A. receptivity
|
| Barrett often calls the offices of his prospects after 5:30 when he's trying to make appointments. He knows executives frequently work late, and after normal business hours, they often answer their own phones. Thus, he avoids dealing with a secretary or r
| C. going under the screen
|
| Which of the following is TRUE of successful salespeople with regard to impression management?
| C. customers develop impressions by simply observing how a salesperson walks toward them
|
| Naomi is waiting in a prospect's office. She wants to make a good first impression. Naomi should do all of the following EXCEPT:
| B. sit down immediately
|
| According to relationship management expert Dale Carnegie, the "sweetest and most important" sound a customer wants to hear is:
| A. his or her name
|
| In selling, ___ is a close, harmonious relationship founded on mutual trust.
| D. rapport
|
| Which opening should be described as the simplest and least effective way to begin a sales call, because it is unlikely to generate much interest in the prospect?
| D. introduction
|
| "This model 107 nail gun will reduce the amount of time a crew spends roofing a 3000 square foot home by 30%, enabling you to lower your labor costs and bid more effectively for roofing business". This is an example of the ___ opening.
| E. benefit
|
| While Martin was waiting on his prospect's office he noticed the prospect's degree, vacation photographs, and awards. Martin was engaging in ___ which would hopefully create a basis for _____.
| C. office scanning; small talk
|
| Which one of the following statements about prospect needs is FALSE?
| C. if a prospect responds negatively to a need payoff question, the salesperson should not probe further
|
| The salesperson for the KEMCO hot water plant sanitation system told the purchasing agent, "our new system can save your company $60000 compared to the system you're using now". At that point in his presentation, the salesperson was describing a:
| C. benefit
|
| The salesperson was trying to convince a retailer to outsource its telemarketing department. He said, "my corporation is providing outsourced call centers on behalf of Fortune 500 companies in 25 countries in 30 languages in our 54 call centers". The sale
| B. features
|
| Situational Question
| used to gather general information about your customer; Who is your company's current uniform supplier?
|
| Problem Centered Question
| helps identify specific problems the company is facing; Are you satisfied or dissatisfied with the performance and functionality of your current baseball bats?
|
| Implication Question
| used to capture the extent of the problem; Did you know that improving your baseball bats can increase team morale, thus generating more wins?
|
| Needs Payoff Question
| attempt to find a solution; If I could show you how Easton bats could help you generate more wins, would you be interested in learning more?
|
