Salesmanship Test 2 Part 2
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Which step is in the middle of the six step presentation plan from our book?
|service the sale|
Organizational culture can be defined as all of the following except:
|collection of beliefs|
|behaviors and work patterns|
|set of industry norms|
|internal practices and procedures|
A cost-benefit analysis can be used by salespeople to:
|qualify the prospect|
|eliminate the competition|
|quantify the solution|
|determine which products should be featured|
An advantage of using a sales team is that they can:
|initiate several first calls for the customer|
|shorten the selling cycle|
|compete against each other to gain a customer|
|contact the customer daily to determine their status|
Which type of software is used in pipeline management?
|Account Tracking Files|
|Customer Relationship Management|
|Digital Analysis Reading|
The balanced funnel approach is used to determine _____ at each stage of the sales process.
|the number of prospects and amount of revenue|
|the number of products and total profits|
|the number of salespeople and manhours|
|the number of completed sales and complaints|
A good example of a product that features product differentiation is:
If Jay always buys his groceries at Kroger grocery store, then he has a ____ buying motive.
Preparation for the actual sales presentation includes:
|prospecting and qualifying|
|research and data collection|
|rehearsal and positive self-talk|
|the preapproach and the approach|
Which of the following is not a good source of prospects for salespeople?
|trade shows or trade publications|
Cold calling is defined as:
|calling people with a prerecorded message|
|calling people who may or may not be prospects|
|calling a client’s referral list|
|calling an entire database of people|
Product strategies should be tailored to:
|increasing total sales of the product|
|customer’s specific buying needs|
|offering the lowest price possible|
|creating the highest profit possible|
In the total product concept model, which item is on the outermost ring?
|value added product|
During sales presentations, the best salespeople:
|avoid mentioning the competition|
|never criticize the competition|
|only discuss the competition with correct facts|
|all of the above|
Which of the following is not a group influence on the buying decision?
|companies in the industry|
|culture or subculture|
One of the most important roles a salesperson can play is to:
|simplify the customer’s product choices|
|communicate all product features|
|emphasize the value in the product|
|communicate the customer’s needs to the company|
At the heart of adaptive selling is the belief that:
|each sales call must be tailored to the customer|
|each sales call is equally important|
|each sales call requires a different strategy|
|each sales call provides valuable information|
The average company is likely to lose what percent of its customers each year?
If a customer has a high degree of involvement, then the buying decision is said to be:
Which of the following is not a good strategy to overcome sales call reluctance?
|practice the approach|
|try out different tactics on customers|
|be optimistic about the outcome|
|realize it is normal to feel anxious|