Networking is another word for prospecting.
Positioning is the set of benefits and values the company promises to deliver to
customers to satisfy their needs.
The direct appeal close is avoided by most salespeople because it adds complexity to a
selling/buying situation.
Letters from satisfied customers are ineffective sales tools.
It would be inappropriate to ask for the names of potential buyers immediately after
closing the sale.
The Leadership Grid portrays dimensions of:
A) leadership and management
B) motivation and skills
C) consideration and structure
D) empathy and direction
E) recruitment and training
Michael LeBoeuf, author of How to Win Customers and Keep Them for Life, says that a
surprising number of yes responses occur:
A) during the first trial close
B) on the fourth or fifth closing attempt
C) during the approach stage of the sales process
D) after the salesperson asks for the order twice
E) after the salesperson gives up the sale as lost
Which of the following would most likely be used by a sales manager to estimate the
sales potential of a prospect?
A) telemarketing
B) qualifying
C) trade show
D) SWOT analysis
E) account analysis
Corporate-sponsored sales training usually includes training on:
A) CRM software
B) accounting methods and theory
C) shipping systems and logistics
D) operating production machinery
E) competitors’ products
A salesperson’s sales manager exerts strong influence on whether the sales rep acts
ethically or not. A sales manager may not even be aware of the influence she wields or
the effect her words or management techniques have on her employees. Of the
following actions by a sales manager, which one could most easily be construed by an
employee as a directive to use unethical conduct?
A) offering an incentive or prize to salespeople who meet or exceed their quotas
B) sending an email to the entire department whenever a sales rep closes a sale
C) telling sales teams that they need to hit their quotas no matter what it takes
D) modifying sales territories to ensure that key accounts are actively monitored
E) contacting key accounts to let them know the company stands behind its product
ScranTone is a paper mill and supplier serving the Upper Midwest. Since the
commercial paper market is saturated, the only room for growth is to expand existing
accounts or to win over competitors’ accounts. Kevin Salazar is a sales representative
who has gotten another meeting with the head of purchasing for the copy centers at a
large university system. The purchasing agent has been buying from ScranTone’s main
competitor for three years. Kevin met with the purchasing again two months ago but
was unable to make a sale.
What is one possible pitfall Kevin Salazar should be aware of when giving the
presentation?
A) He needs to promote the benefits of ScranTone without saying anything negative
about the current supplier.
B) The buyer must have disliked Kevin not to have purchased from him in the past.
C) He needs to talk down to the buyer to make sure the buyer understands.
D) A successful presentation could end up with an order bigger than ScranTone can
handle.
E) This account could make or break his quota for the month.
Braeden Innovations is a company that sells database systems and software integration
packages to schools and universities. Victoria Canning is an inside sales representative
with Braeden Innovations. As an inside sales representative, she makes sales
presentations via webinar and contacts clients and prospects by phone, email, and
instant messaging, all from her home office. She says the best thing about her job is
having a fulfilling professional career but never having to commute to an office.
An unfortunate by-product of working from home is that Victoria’s work can blend into
her personal space and time. In order to minimize stress, she should most likely:
A) maintain a sales call report to ensure long-term job satisfaction
B) ignore minor and major problems to avoid being overwhelmed
C) hold a realistic outlook about task management duties
D) consider working fewer hours or accept a demotion
E) establish strict working hours in a home office
Preparing objectives for the sales demonstration and a plan to reach those objectives is
the:
A) product strategy
B) customer strategy
C) presentation strategy
D) relationship strategy
E) marketing strategy
The Whirlpool company most likely created a house filled with company products so
that salespeople could:
A) conduct tests with competing products
B) see the full life cycle of the appliances
C) become familiar with the products
D) bring customers to see the products in use
E) explore price configuration options
Braeden Innovations is a company that sells database systems and software integration
packages to schools and universities. Jameson Kilpatrick is a field sales representative
with Braeden Innovations. As a field sales representative, he makes sales presentations
in person and contacts clients and prospects by phone, email, text, and in person. He
enjoys the variety of his daily schedule, but is occasionally overwhelmed by the amount
of travel he must do.
Since Jameson has to coordinate airline flights, rental car information, prospect
addresses, contact information and appointment times, and emails and voicemails from
current clients, all while in transit, he would most likely benefit from a(n):
A) assistant
B) laptop
C) Rolodex
D) smartphone
E) atlas
Aspen Stewart is one of five sales managers at a sports equipment company. She and
the other sales managers are under pressure from management to keep their teams of
sales representatives motivated and hitting their sales quotas. Because of that, Aspen
has studied psychology and motivation, and is always looking for better ways to
motivate her team.
Aspen manages a team of sales representatives who have all chosen careers in sales
because it allows them to make a living interacting with and helping people. One of the
biggest sources of internal motivation for her sales team is most likely the ability to:
A) convince people to buy products they don’t need
B) solve their customers’ problems
C) ask people to spend money on sports equipment
D) discount prices when they need to make a sale
E) explore sports they would otherwise not have tried
If a potential client hints that they will give you a sale if you give them a gift, you
should most likely:
A) give the potential customer a gift
B) tell your sales manager you are giving the customer a gift in exchange for the sale
C) report this to your sales manager and ask for help turning the customer down
D) report the customer to the Better Business Bureau or other oversight group
E) refer the potential customer to another vendor who will participate in bribery
One of the best ways to gain more time is to:
A) delegate all recordkeeping activities to subordinates
B) record how time is spent during a typical week
C) reduce time spent on prospecting for new clients
D) reduce time spent with each prospect by half
E) engage frequently in long-term sales strategies
________ is the first stage in the buying process.