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Exam 7: Planning the Sales Call

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Question 51

True/False

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The Marine Corps' 70 percent solution lays down that one must act as soon as they have 70 percent of the required information.

A) True
B) False

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Question 52

Multiple Choice

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Kerry,a sales representative from Spitz Inc. ,has a lead on a potential customer for her company's line of vacuum cleaners.She calls the prospect's firm and speaks to the secretary.What should be the primary goal of this call?

A) To make an appointment with the prospect
B) To finalize the sale of the vacuum cleaners
C) To make Spitz the sole supplier of vacuum cleaners to the prospect
D) To engage in the practice of seeding
E) To compromise the credibility of competing salespeople

F) A) and D)
G) B) and E)

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Question 53

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SRC Refrigeration Company manufactures and sells refrigerator display units for flowers.Ronald,a salesperson for the company,is calling on a large supermarket chain in an attempt to provide a demonstration of SRC's new product which "bathes flowers in generous humidity and uniform air temperature." Ronald's sales call objective is to persuade the buyer to lease one refrigeration unit for 6 months and compare how it keeps flowers fresh longer than the other brand currently in use.In terms of the criteria for evaluating sales objectives,how would you rate this sales call objective?

One of the best sources of precall information is a prospect's own salespeople because they empathize with the salesperson's situation.

As the first step in setting sales call objectives,a salesperson should:

For a sales call objective to be effective,it needs to be easy rather than specific.

As a result of failing to plan her sales call,Glenda is likely to do all of the following EXCEPT:

Multiple sales objectives reduce salespeople's fear of failure.

Which is the first source of information that a salesperson can use while using the Internet to gather precall information?

In which of the following types of buying situations is it usually unnecessary for a salesperson to educate a prospect about the common features of a product?

The statement "spend quality time with prospects and customers" is a measurable call objective.

Gary,a new salesperson for a reputed cellphone manufacturer,meets the owner of a transport company that employs 50,000 people as cab drivers.On his first meeting,he plans to sell mobile phones to all the 50,000 cab drivers because he believes his firm's mobile phones are the best in the market.Which of the following is a drawback of this primary call objective?

In the context of sales,what is Webcasting?

All sales objectives should be either specific or measurable.

Why should a salesperson make an appointment after gathering precall information and setting call objectives?

When making an appointment,it is important for a salesperson to identify an environment conducive to doing business.So,the salesperson should:

A(n) _____,which salespeople can share with the CEO of a buyer's firm,focuses on what an individual manager needs to address and resolve to be able to better contribute to overall company objectives.

What is the most important step when planning a sales call?

The first step in setting objectives for a sales call is to review what has been learned from the organization's mission statement.