Salesmanship Test 2 Part 2
Salesmanship Test 2 Part 2
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Which step is in the middle of the six step presentation plan from our book?
| approach | ||
| demonstration | ||
| service the sale | ||
| close |
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 | ||
| Telemarketing Packages | ||
| 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:
| Domino sugar | ||
| Duron paints | ||
| Starbucks coffee | ||
| Papermate pens |
If Jay always buys his groceries at Kroger grocery store, then he has a ____ buying motive.
| product | ||
| proposed | ||
| predetermined | ||
| patronage |
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?
| voter lists | ||
| referrals | ||
| cold calling | ||
| 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?
| actual product | ||
| expected product | ||
| value added product | ||
| potential 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?
| reference group | ||
| social class | ||
| 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?
| 5-10 | ||
| 10-15 | ||
| 15-20 | ||
| 20-25 |
If a customer has a high degree of involvement, then the buying decision is said to be:
| routine | ||
| nonroutine | ||
| simple | ||
| complex |
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 |
