Professional Selling Ch 5, Ch 6

Martha is selling computerized digital X-ray machines to dentists. Martha claims that the machine saves more time because it does not use a film that has to be developed, thus allowing dentists to be able to see more patients or finish their work early. This ability of the machine to save time is one of its _____.

benefits

A _____ is a need-activated drive to search for and acquire a solution to resolve a need or problem.

buying motive

Which of the following is a reason inexperienced salespeople prefer canned presentations?

Canned presentations are scripted, and questions can be anticipated in advance.

Which of the following examines the purchasing behavior of existing customers?

Company records

In the context of engaging the customer, which of the following is true of setting appointments with prospects?

It recognizes that prospects are busy individuals.

In the context of sales communication formats, which of the following assumes that customer needs and buying motives are homogenous?

canned

When a salesperson has been introduced to a sales lead by another customer, that salesperson has been provided a(n) _____.

referral

Jonathan is a salesperson who finds it difficult to get appointments from prospective customers. Prospects usually reject him during the initial sales call. Jonathan can improve his chances of getting an appointment by:

requesting a specific amount of the customer's time.

_____ are comprehensive communications that convey multiple points designed to persuade the customer to make a purchase.

sales presentations

Which of the following is considered critical to success in selling?

self-confidence

Which of the following is used by firms to generate leads and provide information to prospective customers by inviting them through direct mail, word of mouth, or advertising on local television and radio?

seminars generate leads and give info

In recent years, which of the following has gained popularity as a valuable information source for salespeople?

social media

It is important for salespeople to _____ while waiting to see buyers.

strike up conversations with other sales representatives

Kate is a salesperson for an automobile company. Kate believes that the best way for her potential and existing customers to know about her company's products is by seeing the products in person. Given this information, which of the following would most likely be the best method of prospecting for Kate?

trade shows

Which of the following can be used by companies and salespeople to stimulate interest in products and provide leads?

trade shows

In addition to understanding the value they and their companies can deliver to customers, salespeople must also recognize that _____.

value will vary from customer to customer

Which of the following is a difference between canned sales presentations and organized sales presentations?

Customer opportunity to interact is minimized in canned sales presentations, whereas organized sales presentations have a high level of customer involvement.

in the context of a sales dialogue template, which of the following examples of a customer value proposition is likely to give a prospect reasonable expectations of EasyCopy?

EasyCopy copiers will save your company $100 a month" is an example of a customer value proposition that is likely to give a prospect reasonable expectations of EasyCopy. Using EasyCopy copiers will save the company a tangible sum of money. The value proposition should be as specific as possible on tangible outcomes (e.g., improvements to revenues, cost containment or reduction, market share, process speed, and efficiency) and/or the enhancement of the customer's strategic

From a salesperson's perspective, which of the following is an advantage of obtaining specific information about the selling situation?

It helps the salesperson understand all aspects of a prospect's buying process.

Which of the following is an advantage of having basic information about a prospect?

It helps the salesperson understand the prospect from a personal perspective. important for building rapport + in trust-based selling

Which of the following best defines the term sales call?

It is an in-person meeting between a salesperson or sales team and one or more buyers to discuss business.

Which of the following is true of sales opportunities for salespeople?

Larger organizations typically represent better sales opportunities than smaller ones.

Jillian, a salesperson, is known to always pursue the best sales opportunities. Most people in her organization believe that Jillian's success is a result of a strategic prospecting plan. Which of the following statements supports this belief?

She sets aside three hours every week for identifying and qualifying sales opportunities.

_____ is a process designed to identify, qualify, and prioritize sales opportunities, whether they represent potential new customers or opportunities to generate additional business from existing customers.

Strategic prospecting

In the context of a sales dialogue template, which of the following is a mistake often made by salespeople when recording prospect information?

They fail to identify all the buying influencers.

Which of the following is true of the most productive salespeople?

They pursue the best sales opportunities and translate a larger percentage of these opportunities into actual sales.

A telemarketing start-up uses informative videos created with computer graphics to demonstrate its products to prospects. Since the company is a start-up, its sales team is relatively inexperienced. As a result, the salespeople use scripted sales calls to introduce their company or to demonstrate a product. In this scenario, which of the following sales communications formats does the telemarketing start-up use?

canned sales presentations

Sarah is a salesperson who prefers calling or meeting her sales leads without any prior knowledge about them or their companies. In this scenario, which of the following methods of sales prospecting does Sarah prefer using?

cold canvassing

Which of the following is a limitation of canned presentations?

don't handle interruptions well

include motives such as security, status, and the need to be liked.

emotional buying motives

Robert is a salesperson. He ensures that he remembers his customer's name, title, and contact information before meeting him or her. Robert does this to:

establish rapport

in the context of writing effective proposals, the _____ should succinctly and clearly demonstrate a salesperson's understanding of a customer's needs and the relevance of the proposed solution.

executive summary

Jessie, a salesperson, is going to meet a prospect. Jessie has spoken to this prospect once and has established the prospect's need and interest in her product offering. In this meeting, Jessie should:

get to the sales presentation as soon as circumstances allow.

Which of the following is true of an organized sales presentation?

high level of customer involvement

In the context of a sales dialogue template, when recording prospect information in business-to-business situations, salespeople should:

identify the members involved in the buying decision.

Which of the following prospecting methods involves using a phone number (usually a toll-free number) that prospects or customers can call for information?

inbound telemarketing

It is important for most salespeople to spend time prospecting because:

it is likely that they will lose some customers over time

Which of the following is true of a good sales call objective?

it should be specific and require customer actions

Pete is a salesperson who relies on other salespeople and professionals who work near his organization to help him identify potential customers. Pete relies on _____ as a method for prospecting.

networking

The final step in the strategic prospecting process is:

planning the sales dialogue.