exam 1 questions 430 practice jmu

Today, most people differentiate their sales pitch through the company's core offering.

false

A salesperson with a farming orientation tends to _________.

focus more on selling to existing customers by building long-term relationships

The presence of ______ means that salespeople must be adept at developing communications that spark an interest among members of the buying team, motivating them to engage.

gatekeepers

A salesperson with a _______ orientation tends to focus more on securing customers through lead generation, prospecting, pre-call planning, and delivering sales presentations.

hunting

A(n) _______ profile is a profile of organizational characteristics shared by current highly desirable customers.

ideal customer

Suppose you have seen an advertisement for a new herbal supplement that you wish to buy. You find the company's website and contact one of its salespeople asking if you can place an order for the supplement. The company will classify you as an _______ lead.

inbound

Which group of people in the buying team helps determine the priorities to be addressed when making the purchase decision and expresses their opinions regarding potential solutions?

influencers

Which member of the buying team is the individual or group of individuals who first recognize the customer's need?

initiator

recognizes the need and sets in motion the search for potential solutions.

initiator

When a sales organization wishes to decrease the amount it spends on travel while creating a better division of labor among its salespeople, it may decide to use a(n) ________.

inside sales force

Which types of leads are proactively contacted by the firm?

outbound leads

Place the four steps of developing a prospecting strategy in order, from first to last.

1 - develop prospecting plan 2- allocate adequate time to that plan 3- track results 4- evaluate lead generation methods.

Which of the following are characteristics of a prospect? More than one answer may be correct.

It demonstrates both organizational potential and purchasing alignment. It demonstrates a need for the product or service being offered. It possesses the ability and authority to purchase.

Reason: Potential buyers who submit their contact information via a website are -

Hot leads

Which of the following statements are true of relationship selling? More than one answer is correct.

In relationship selling, the primary strategy involves building and maintaining customer trust over a long period of time. In relationship selling, salespeople's personal interactions and ongoing efforts to build a relationship with their customers largely determine the level of value and satisfaction provided to the customer.

Which of the following statements are true of the exploration phase of the customer-relationship life cycle?

In this phase, the customer assesses whether the selling firm will be able to deliver the necessary level of benefits needed to justify a long-term relationship. During this phase, the salesperson and customer first interact. The customer engages in initial prospecting activities to determine the desirability of a long-term relationship with a particular selling firm.

Which of the following are characteristics of a prospect? More than one answer may be correct.

It demonstrates both organizational potential and purchasing alignment. It possesses the ability and authority to purchase. It demonstrates a need for the product or service being offered.

Which of the following are components of competitive knowledge?

an ability to calculate differences in the overall value propositions being offered an understanding of price differences between companies an understanding of direct and indirect competitors' products and service offerings

The SPIN call-planning template requires salespeople to think through which four of the following?

anticipated questioning strategy primary and alternative call objectives relevant organizational capabilities customer-oriented purpose statement

The SPIN call-planning template requires salespeople to think through which four of the following?

customer-oriented purpose statement relevant organizational capabilities primary and alternative call objectives

The process of developing a successful prospecting strategy begins with ______ and ends with ______.

developing a prospecting plan; evaluating overall prospecting processes

In the _______ phase of the customer-relationship life cycle, the customer engages in initial prospecting activities to determine the desirability of a long-term relationship with a particular selling firm.

exploration

Which members of the buying team control access to the buying-team members and have influence over the communication the salesperson is able to have with these members?

gatekeepers

In recent years, the use of inside sales forces has grown significantly.

True

Initiators frequently are also product users.

True

From the following list, identify the organizational-level questions that salespeople should address when planning a sales call.

Whom does the customer compete against? Does the customer have a history of purchasing in the product or service category offered by the selling firm? What marketplace challenges may be affecting the customer?

Place the steps in the prospecting process in order from first to last.

1- lead gen 2 - lead prioritize 3 - lead qualification 4 - prospect prioritization 5 - call planning

In the following list, select all the items that are benefits of traditional networking.

It helps people promote awareness of themselves and their company. It is valuable method of generating leads.

Which of the following is a key challenge associated with prospecting?

It is easier for a buyer to do nothing than to do something.

What is the primary characteristic of a good sales lead?

It possesses characteristics that suggest that it may be qualified as a sales prospect.

The gatekeeper typically _______ a formal member of the buying team.

is not

The prospecting process begins with _______ and ends with ______.

lead generation; call planning

In sales, the term attrition refers to the _________.

loss of existing customers

Which of the following are the four types of questions in the SPIN sales methodology?

need-payoff implication problem situational

The term _______ refers to activities through which individuals strengthen their social and professional relationships.

networking

Suppose you work for a publishing company. A printer contacts you and attempts to sell you typesetting, printing, and binding services. The printer will classify you as a(n) ______ lead.

outbound

Prospect ______ refers to the process through which salespeople rank-order prospects based on their desirability.

prioritization

During the ______ step of the decision-making model for customer purchases, a customer recognizes that a need or problem exists.

problem recognition

At the core of lead prioritization is a company's desire for _________.

profit

A(n) _______ demonstrates a need for the product or service being offered, has the authority and ability to purchase, and demonstrates both organizational potential and purchasing alignment.

prospect

Which term refers to the process through which salespeople rank-order prospects based on their desirability?

prospect prioritization

To engage with customers, salespeople must align their selling processes to their customers' ______.

purchasing preferences

A _______ is a quantifiable sales goal for a given time period.

quota

The key purpose of evaluating lead-generation methods and prospecting processes is to _________.

refine the overall process for interacting with potential new customers

The key to mastering an overall process for interacting with potential new customers is ________.

repetition

_______ knowledge is an understanding of the additional layer of benefits that accompany the core offering.

service

Which term refers to purchases that a customer makes on a frequent basis?

straight-rebuy purchases

The problem recognition phase ends with ______.

the assembly of an appropriate buying team based on the magnitude and scope of the issue

Which industry-specific events bring together selling companies and customers in the same physical location?

trade shows

________ networking refers to face-to-face communications that are designed to strengthen an individual's professional and social relationships.

traditional

The initiator often serves as a champion for the salesperson as the sales process unfolds.

true

A salesperson who is high in ______ knowledge possesses an understanding of direct as well as indirect competitors.

competitive

Which of the following pieces of advice should you follow as you build your personal brand on LinkedIn? There is more than one correct answer.

Attempt to connect with people on a personal level. Join LinkedIn groups that include existing and prospective customers. In your invitation, include details relating to the potential benefits of establishing an online relationship with you.

Which of the following is an example of a new-task purchase?

For the first time, a company purchases a fleet of cars for its executives to use.

From the following list, identify the buyer-related questions that the salesperson should address when planning a sales call.

Does the buyer favor individualistic or collective decision making? How long has the buyer been with the organization? What personality characteristics does the buyer exhibit?

From the following list, select all the statements that are true of new-task purchases.

The customer's information needs are high. The dollar volume associated with the purchase may be high. They require significant time and energy from the customer.

From the following list, select all the statements that are true of salespeople who are high in customer knowledge.

They have a deep understanding of a customer's business and the functions and processes that support the business. They understand the customer as a person—what motivates the customer and what personal goals the customer is seeking to achieve within the organization. They understand how the solutions they propose will be applied within the customer's organization and will affect it.

From the following list, select all the statements that are true of gatekeepers.

Traditionally, they served as administrative assistants. They typically are not formal members of the buying team. Gatekeepers are not necessarily people; sometimes they are technology. They control access to the buying-team members.

Which of the following is an example of a modified-rebuy purchase?

a line review to decide which products the company will regularly stock in the coming year

The avoidance of customer interactions when prospecting is called __________.

call reluctance