Which of the following statements about prospecting is false?

According to the Golden Rule of Selling, a salesperson's plan should be:

based upon truth and honesty.

The acronym SMART helps the salesperson to:

create effective sale call objectives

Walter sells sporting goods. During sales call planning for an upcoming appointment with a prospect, Walter determines that the prospect could save 10% annually on golf balls by purchasing 50 units of Pinnacle golf balls from Walter. He has most likely determined this advantage while developing a(n):

customer benefit plan.

The American Greetings salesperson has arrived at the prospect's office 15 minutes before his scheduled appointment. The prospective customer's secretary tells him that the prospect is currently in a meeting and asks the salesperson to wait. To promote the development of a strong customer relationship, the salesperson should:

determine if he can afford to wait based on his schedule for the day.

Planning a sales call improves the chances of success by:

exhibiting an understanding of the buyer's needs.

The Pokon Chrysal salesperson made the florist aware of an organic chemical that would lower water pH and make flowers last longer at half the cost of the methods the florist was currently using. Now that the salesperson has the attention of the florist, the next stage will be the _____ step.

interest

Call reluctance:

is experienced by all salespeople at some point.

All of the following are components of sales call planning EXCEPT:

utilizing parallel sales referral options.

Which of the following statements about prospecting is false?

A suspect is the same as a prospect.

Karen runs a dress boutique that specializes in wedding gowns. She developed a close relationship with several wedding planners who provided her with the names of engaged couples. Which method of prospecting is Karen using?

Center of influence

When Amy Dillard began selling Mary Kay Cosmetics, she didn't know anyone in her neighborhood. She simply went door-to-door, mostly talking to stay-at-home moms. Which of the following prospecting techniques best describes the method Amy used?

Cold canvassing

What is the first step to creating a well-organized presentation?

Creating the approach

What is the last step in the selling process?

Follow-up

What is a benefit of direct-mail prospecting?

Inexpensive method for reaching many prospects

Which aspect of a company should most likely be included in a customer profile?

Purchasing practices

Which of the following is LEAST relevant when developing a customer benefit plan?

Rehearsing the sales presentation

Which of the following statements about sales lead clubs is most likely true?

Sales lead clubs should be made up of salespeople who sell in related but noncompetitive fields.

Which of the following statements about parallel referral sales is true?

The referral sale is as important as the product sale.

You need to call a prospect and ask for a sales appointment. Which of the following would be LEAST effective when making a telephone appointment?

Using spontaneity when dealing with the prospect.

Which of the following would most likely improve a salesperson's ability to communicate a customer benefit plan?

Visual aids