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Exam 7: Planning the Sales Call Is a Must

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Question 21

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What is the preapproach?

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The planning of the ...

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Question 22

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When attempting to close a sale,a salesperson most likely believes that a prospect is in the _____ phase of the purchasing decision.

A) conviction
B) action
C) desire
D) attention
E) interest

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Question 23

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Only through _____ can trust be supported to bridge the gap between sellers and buyers.

How do experienced salespeople guide the customer in the direction of a preplanned outcome?

A(n) ________ is a formal relationship between a salesperson and a customer for the purpose of pursuing mutual goals.

Planning is only necessary when a salesperson is making a formal presentation.

What is success?

List some of the typical strategic goals for a customer.

Planning is most effective and efficient when done logically and methodically.

All of the following hold true of the customer relationship model EXCEPT:

Annette sells store fixtures such as clothing racks,wall shelving,and storage units.In developing her _____ for a prospect,Annette uses the square footage of the prospect's retail store to predict profit as well as return on investment if her fixtures are purchased.

Mutual goals of customers and sales organizations include increasing sales and profits.

What is the final step in developing a customer benefit plan?

The lack of trust towards salespeople is caused by the self-centered nature of some salespeople.

The top salespeople who are effective strategic problem solvers have the skills and knowledge to develop mutually beneficial agreements.

Topics to discuss during the business proposition segment of a sales presentation include list price,shipping costs,and ROI.

________ selling makes the customer-relationship model viable.

What is needed in order to develop a customer benefit plan?

Empathy and kindness are the primary bridges between buyer and seller.

Arminda sells wicker furniture.She invites the owner of Stanley Furniture to come outside with her to watch a demonstration.She pours a five-gallon bucket of water on a chair,chatts with the storeowner for about 10 minutes,and then sits in the chair to show how water-resistant it is.When the customer tells her,"I've got to carry those chairs into my store.My customers will love them," he is in which stage of the purchasing decision?