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Exam 2 Study Guide Ch. 5, 6, & 7
Terms in this set (60)
Which of the following is considered specific information about the selling situation?
The available budget of the prospect.
Which of the following is the basic objective of sales prospecting?
To provide salespeople with a list of prioritized sales prospects.
Today's buyers have an abundance of time, and many are keen to see salespeople.
Karen is a salesperson for an automobile company. She believes that the best way for her potential and existing customers to know about the products she is selling is by seeing those products in person and seeing exactly what the products can and cannot do. Which of the following would probably be her best method of prospecting?
_____ is one of the foundations for effective prospecting and reminds salespeople to establish a regular daily schedule for conducting prospecting activities.
Organizations today only use outbound telemarketing to generate leads because inbound telemarketing cannot be used to generate leads.
Megan is a salesperson for a company that manufactures chemicals. While reviewing her new leads, Megan learned that two of them just signed contracts with one of her company's major competitors. Which of the following best describes why Megan will not consider these two leads as sales prospects?
They do not have a need for the products or services her company is offering.
Pete is a salesman who is a member of The Green Stones Country Club. The club is frequented by lawyers, doctors, and other members of the community. Pete will often identify new prospects while striking up conversations with the club members. Pete uses the club members as _____.
centers of influence
Information about customers in a company database is referred to as ________.
A(n) _____ is a variation of a referral where, in addition to requesting the names of prospects, the salesperson asks the prospect or customer to prepare a note or letter that can be sent to the potential customer.
Sarah is a salesperson who prefers meeting sales leads at local Chamber of Commerce meetings. Sarah uses _____ as a source of sales prospecting.
Steve is as a salesperson for the Cloud Nine Corporation. His territory includes 50 established accounts which he calls on regularly. Although Steve is supposed to allocate some time to prospecting, he prefers to call on his existing accounts. Which of the following is most likely the reason why Steve resists prospecting?
He is afraid of rejection
_____ are electronic or print sources that provide contact and other information about many different companies or individuals.
Which of the following is true of cold canvassing?
It occurs when salespeople call prospects unannounced.
A buyer's name, title, and contact information constitute basic information about the buyer's selling situation.
Zoey is a salesperson who is meeting a prospect after a successful cold call. Zoey has collected most of the basic information about her prospect already. The best way for her to now gather additional information about her prospect is:
by questioning the prospect during sales dialogues.
Craig is a salesperson for an industrial equipment company. Craig calls on factories and spends most of his time talking with equipment operator who work on the factory floor. While Craig is able to get the equipment operators interested in his products, he is often unable to make a sale. Craig needs to work on:
identify the people with the authority to make the purchase decision.
Basic information about the prospect's company makes it easier for the salesperson to ask questions during the sales dialogue.
Which of the following methods of prospecting is considered to be very inefficient?
In which of the following prospecting methods do salespeople ask potential customers to fill out information cards indicating interest in their company or one of its products?
Harry is a salesperson for Luxa, a car company. During sales dialogues with potential customers, Harry usually talks about Luxa being a premium car company that is extremely popular among the wealthiest people in the world. Harry does this to:
appeal to his customers' emotional buying motives
Which of the following is essential for a sales proposal to be considered effective?
The proposal should have a logical flow that a customer can easily follow.
The statement "Our product will help you increase your revenue" is an example of a good customer value proposition.
In the context of building trust through the use of sales dialogue templates, a salesperson can build trust through his or her _____.
________ allow flexibility to adapt to buyer feedback.
Organized sales presentations
A(n) _____ is a sales presentation that allows a salesperson to implement appropriate sales strategies and tactics based on customer research or information gathered during previous sales calls.
organized sales presentation
Which of the following is a characteristic of good customer value propositions?
Good customer value propositions are as specific as possible on tangible outcomes.
The sales message varies little from customer to customer in a ______________________
canned sales presentation
Before, during, and after a sale, a selling strategy must focus on:
how the customer defines value
________ are referred to as complete self-contained sales presentations on paper, often accompanied by other verbal sales presentations before or after the proposal is delivered.
Written sales proposals
A good example of a statement that would improve a salesperson's chances of getting an appointment is:
"Our product will increase your profit margins by 12 percent in a year."
A(n) ______ refers to business conversations between buyers and sellers that occur as salespeople attempt to initiate, develop, and enhance customer relationships.
With multimedia sales presentations becoming more routine, written sales proposals are declining in importance.
Natalie's customers are small business owners who are just starting out and are usually interested in products that help their companies save money. According to the purchase decision process, these prospects are driven primarily by:
rational buying motives.
Which of the following is the difference between emotional and rational buying motives?
The rational buying motives of a prospect are easy to discover, while emotional buying motives are not.
Once a salesperson has an appointment with a prospect and all the objectives have been established, the salesperson should:
send the sales agenda to the customer.
Which of the following sales communications formats requires the least amount of buyer involvement or input?
A canned sales presentation
Jim is a newly appointed salesperson for SpickandSpan vacuum cleaners. It is his first day on the job, and he is meeting his first prospective buyer. Which of the following would be the best way for Jim to start the sales dialogue?
Jim should introduce himself and his company.
In the context of planning sales dialogues and presentations, which of the following statements is ture?
It is essential to understand the competitive situation while planning sales dialogues and presentations.
Most initial sales calls on new prospects require a(n) _______.
Response-checks and check-backs are most commonly used:
following the response to an objection
Layla is a salesperson at Mandrin Corp. and is preparing to make a sales call. She should use a check-back after she:
finishes a feature-benefit sequence.
Product benefits become confirmed benefits only when the buyer indicates they are of interest.
When selling to groups, salespeople should:
make periodic eye contact with everyone in the buying group.
________ are questions salespeople use throughout a sales dialogue to generate feedback from a buyer.
Check-backs or response checks
When delivering group presentations, which of the following communication tips should a salesperson keep in mind?
The salesperson should avoid scrolling through the presentation and reading it to the group.
Sales aids like multimedia presentations, videos, and product demonstrations can increase a buyer's participation and involvement.
The use of electronic materials, such as multimedia presentations, should be avoided during presentations because they tend to be very distracting.
____ are facts that lend believability to claims of value and benefit.
When selling to groups, it is essential to make all members of the group feel that their opinions are valuable.
During her sales presentation for her company's latest line of printing equipment, Sue, a salesperson, provides prospective buyers with reports from state licensing bureaus and other authoritative, third-party sources. Which of the following proof providers is Sue using?
When selling to a buying group, a salesperson should arrive at the location before the group arrives because:
he or she can set up and check equipment and become familiar with the surroundings.
Check-backs should be used after handling an objection
_____ such as statistics, testimonials, and case histories can be utilized to preempt a buyer from asking, "Can you prove it?" or "Who says so?"
Harper, a salesperson, uses slides and video presentations when selling computers to a buyers group. He finds that this helps involve the buyers in the presentation and is, in turn, more effective in making the buyers understand the product as well as its features and benefits. Which of the following sales aids does Harper use?
Steve, a salesperson at Cann Computer Corp., confirms that his prospective customer needs 50 new computers that offer high-quality graphics. During his sales presentation, Steve should:
Try to convince the buyer by stating that his company's computers offer high-quality graphics.
A(n) ______ is a brief description of a specific instance used to illustrate features and benefits of a product.
Which of the following is a tip for preparing visual materials for sales presentations?
Never read the presentation directly from the visual
A(n) _______ is a special and useful form of comparison that explains one thing in terms of another.
Which of the following is true of eye contact when selling to a buying group?
The salesperson should connect with each individual for a few seconds over the course of the presentation.
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