Selling Quiz #2

Which of the following would be considered a basic goal of developing an effective routing schedule:

A and C Only

When salespeople view closing the sale as a discrete event that takes place at the end of a sales call, it can lead to:

Anxiety

Conveyance of trust and confidence that the company will back up the service with a guarantee is considered to be which element of service quality

Assurance

Carla pays close attention to her buyers' verbal and non-verbal and non-verbal behaviors during her sales call. Carla is most likely observing

Buying signals

The first step in defining sales territories is to:

Define the basic control units of territory classifications

Kim is a successful relationship salesperson she most likely....

Does not meet to use manipulative closing approaches

Julie takes the time to identify with and understand her buyer's situation, motives and feelings. Julie has developed:

Empathy

Sales people should never be proactive in finding out if customers are satisfied with a product or service

False

Which of the following is not an effective way to communicate with customers when problems arise:

If customer perceptions are inaccurate push back and be aggressive defending your product or service

Defining sales territories and customer coverage geographically minimizes sales expenses through:

Minimizing travel time

The difference between what you promise and what you deliver is considered to be a:

Performance gap

Sales executives often call the _____ the single most important stage in the relationship selling process

Pre-approach

Which of the following statements is untrue: Sales people must understand and be able to use different approaches to closing. Relationship selling is not a linear process. Relationship selling is always a linear process. The closing is a natural progression of the relationship selling process.

Relationship selling is always a linear process

Mark has found that he can increase salespeople's performance by involving salespeople in:

Territory Design

When defining sales territories and customer coverage:

The company aligns the sales force appropriately with various customers

Credit and Billing are common post-sale complaints

True

Managing customer expectations is an important part of developing successful long-term relationships

True

Which of the following should be included in a good time management plan:

Weekly/monthly planning calendar, daily event schedule and critical information such as maps, contact info, transaction data

Which of the following questions drive salespeople in time and territory management?

What is the most efficient use of my time?

Closing the sale means obtaining a _____ from the prospect or customer

commitment