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