Sales Management Quiz 8

The business contact involves converting the prospect's attention from the social contact to ________.

the sales presentation

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.

Sarah and Juan work together to analyze the answers to the questions Sarah asked the prospect about their needs. Based on this analysis, Juan and Sarah put together:

a proposal of products that will solve the prospect's problems

"The certificate of deposit represents a safe investment, but you may want to examine some options that will give you a better return on your investment. Completion of our Financial Planning Profile questionnaire can help us identify investment options." These statements are most likely an example of a(n) ________ approach.

combination

The preapproach involves preparing presale objectives and developing a presale presentation plan.

True

It is vital to treat secretaries, assistants, and receptionists with respect because:

they control your access to the decision makers

In most situations, the involvement of technical experts on a sales team lengthens the selling cycle.

False

The objective of ________ is to make a good first impression, build rapport, and establish credibility.

the social contact

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.

Sarah has already made a brief call on the prospect. Which of the following objectives has she most likely achieved?

established rapport and asked basic needs discovery questions

Emmanuelle Djubo is a sales representative for a firm that makes textiles using a traditional dyeing process. The firm exports its products to companies in the fashion and home decorating industries internationally. Emmanuelle is at a trade show and runs into Suzanne, one of the buyers for the largest home decor retailer in Australia. She is not bound by geographic territory so she can work with buyers everywhere. In fact, next month she is going to focus on some British prospects.

During the sales presentation to the Australian firm, Emmanuelle should most likely:

make adaptations based on the needs of the prospect

Team sales presentations require ________ than individual sales calls.

a more detailed precall planning

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.

As Sarah and Juan begin to put together the actual presentation, what should they do first?

Clarify the objectives for the presentation using their company's standard form.

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.

Given that Juan and Sarah will be working as a team, which of the following is most important for Juan to do?

Clarify his role in the sales call.

The social contact helps build rapport. which should lead to ________.

credibility, which builds trust

Sales teams can often uncover problems, solutions, and sales opportunities that no individual salesperson could discover working alone.

True

Which of the following statements is most likely true?

Team selling is effective when firms sell complex or customized products.

Juan Alcobar is junior sales representative for a large equipment manufacturer. Sarah Gittins, a senior sales representative, has requested that Juan help her to prepare a sales presentation for a new prospect.

Juan and Sarah make a second call on the client to present the proposal. After thanking the prospect for agreeing to a meeting, Sarah says, "I would like to accomplish three goals during the time you've given us today." Which approach is Sarah most likely using?

agenda

Which of the following is recommended when making a telephone contact with a prospect?

State the purpose of your call and explain how the prospect can benefit from a meeting.

The major purpose of the approach is to:

capture the prospect's full attention and build interest in the product

The statement, "This product is convenient, priced right, and ready to use," is an example of which of the following approaches?

benefit

The presentation strategy should be developed before the relationship, product, and customer strategy to have an effective plan.

False