Practice Quiz Chapter 5

9/10

1. planning sales calls makes them more predictable in terms of how long they should last

2. Planning helps salespeople spend time efficiently on calls that meet their objectives

Why doe sales people spend time planning a sales call? Please select all that apply

Product Knowledge

Scenario: TechSoultions Inc. was founded in 2010 by a group of software engineers with the vision of providing innovative technology soultions to adress complex business challenges. The company has since grown into a leading player in the IT industry

individual customer

Information about the ——— helps salespeople customize their messaging, delivery style, and information relevance

product and service

Information about the ——- helps salespeople understand the aspects of their offering that are unique and prepare the strongest value

benefit

A (n) ——- is how an attribute of the salesperson’s offering helps customers eliminate a problem or improve existing solution

true

Customers purchase benefits, not features

False

An economic buyer and a user buyer typically have the same specific needs to be addresses by the salesperson’s solution

specific and measurable

A sales call objective must generally be ——— to be effective

False

You only need to establish the customer’s current needs when planning for a first-time meeting with the customer