Question 1

2 out of 2 points

The value proposition:

Selected Answer:     

  1. is accurately described by all of the above

Question 2

2 out of 2 points

Horizon Gifts provides promotional gift baskets for business-to-business marketers to give during the holidays. Cal is a long-time user of the service provided by Horizon Gifts, and he often suggests possible clients to the service’s sales rep. Every time the lead Cal has provided actually makes a purchase, Cal receives a free gift, which might be anything from a can of macadamia nuts to a wool muffler. Cal acts as a _____ for Horizon Gifts.

Selected Answer:     

  1. spotter

Question 3

2 out of 2 points

Ruth used her personal connections with the people at Hampton Industries, a manufacturer of decorative paper items, to become the first salesperson to call on a new company that was using recycled paper to make posters. Ruth used her _____ abilities.

Selected Answer:     

  1. networking

Question 4

2 out of 2 points

The process of determining if a lead is indeed a prospect is:

Selected Answer:     

  1. qualifying a lead

Question 5

2 out of 2 points

While using the telephone to gain a sales appointment, you should always:

Selected Answer:     

  1. answer any objections to the appointment that might occur

Question 6

2 out of 2 points

The most important step in planning the sales call is to:

Selected Answer:     

  1. set objectives for the call

Question 7

0 out of 2 points

Alex has set multiple sales objectives for his next call. As he begins his presentation, Brenda, the prospect, interrupts him and says “my goal is to avoid damage during shipping.”Alex should recognize that Brenda is stating her views about:

Selected Answer:     

  1. analysis paralysis

Question 8

2 out of 2 points

As a salesperson, you know planning your sales calls offers a number of advantages. All of the following are generally recognized as advantages in planning your sales calls EXCEPT:

Selected Answer: 

  1. it assures you will achieve your call objectives

Question 9

2 out of 2 points

Which of the following is an example of a good call objective for a first call for a product that would require a large capital investment?

Selected Answer:     

  1. to get the prospect to identify all the other members of the firm who will play key roles in this decision

Question 10

2 out of 2 points

When a large chain of stores such as Home Depot or Kmart buys items centrally from its home office, selling companies often designate these customers as _____ accounts, which means their needs are handled out of the seller’s corporate offices, and local salespeople need not attempt to solicit business from any branches in their territories.

Selected Answer:     

  1. house

Question 11

2 out of 2 points

Data mining by salespeople means:

Selected Answer:     

  1. using statistical methods to learn more from existing data

Question 12

2 out of 2 points

Experts suggest that it makes sense to:

Selected Answer:     

  1. form new relationships in person and then use videoconferencing to maintain them.

Question 13

2 out of 2 points

A large cosmetics company wants to create a Web site to sell its cosmetics. They want their people trained to maintain the Web site and work with search engines. They also want an extranet created as well as internal networking facilities for conferencing established. Basically, the organization has been a laggard and wants to leap into the technological world. Because the tasks the company wants will require several different experts, it has outsourced the purchase of these services to Maxwell Consultants who will find and hire the people the cosmetics company needs. Maxwell will stay on the job until the company is satisfied. Maxwell Company will act as a(n):

Selected Answer:     

  1. systems integrator

Question 14

2 out of 2 points

A salesperson who routinely accomplishes his or her _____ objectives is apparently setting his or her objectives too low.

Selected Answer: 

  1. optimistic call

Question 15

2 out of 2 points

You sell machine tools. You have just called on “Duck” Williams the production manager at the Copper Hill Tool and Die Manufacturing Company. You know you’ve called on the wrong person when Duck says:

Selected Answer:     

  1. “Maria Mintz, the director of the purchasing department, makes all the decisions about major equipment purchases.”

Question 16

2 out of 2 points

A casket salesperson who is only allowed to sell to funeral directors in a three-state area, even though retail florists in the area can and do sell caskets is working in a(n):

Selected Answer:     

  1. exclusive sales territory

Question 17

2 out of 2 points

Why must salespeople continuously prospect?

Selected Answer: 

  1. All of the above are good reasons for prospecting.

Question 18

2 out of 2 points

Adam told Bonnie that Jacqueline might be interested in the home security system she was selling. To Bonnie, Jacqueline becomes a(n):

Selected Answer:     

  1. referred lead

Question 19

2 out of 2 points

Laura knows the sales presentation she just made did not go well. The prospect is a leader in the local Chamber of Commerce and she is concerned her poor presentation might lead to:

Selected Answer:     

  1. negative referrals

Question 20

2 out of 2 points

One part of Kalesha’s job as a field representative for a plumbing supplies manufacturer is to locate businesses that might buy her firm’s products. This activity is called:

Selected Answer:     

  1. prospecting

Question 21

2 out of 2 points

Luke and his wife Coreen wholesale cut flowers to florists in the Dallas-Fort Worth area. He has been approached by a salesperson for a horticultural firm that wants to sell him a product that extends the beauty of fresh flowers and prevents wilt. Unfortunately, the owner of the horticultural company once was very rude to Luke’s wife, and Coreen has never forgiven the man. While Luke may want to buy the product, his wife will act as a(n):

Selected Answer:     

  1. influential adversary

Question 22

2 out of 2 points

One of the limitations associated with the use of the Internet as an effective means to generate leads is:

Selected Answer:     

  1. the frustration caused by Spam

Question 23

2 out of 2 points

As Sondra concluded her sales interview with Burt she said, “I’m pleased you see the value of this new software for managing your inventory. Can you suggest some other small business owners who might like to see it?” Sondra is using the _____ method of prospecting.

Selected Answer:     

  1. endless-chain

Question 24

2 out of 2 points

If you don’t know the basics about a prospect’s company:

Selected Answer:     

  1. many prospects will refuse to deal with you

Question 25

2 out of 2 points

Which of the following is NOT a limitation commonly experienced with telephone prospecting?

Selected Answer:     

  1. It is more expensive per person reached than cold canvassing.