Professional Selling Test 2 Set 2

Front 1

a prearranged presentation that usually includes a standard introduction, standard answers to common objections raised by customers, and a standard method for getting the customer to place an order

Back 1

outlined presentation

Front 2

a written and/or oral presentation based on a detailed analysis of the customers needs

Back 2

customized presentation. allows salesperson to demonstrate empathy.

Front 3

During a break in the monthly sales meeting David, your company's newest salesperson tells his sales
manager, "I wish I could figure out my new prospect. He is friendly, seems to agree with everything I
say, but he keeps postponing a decision about which company will be his primary supplier. It's
driving me nuts!" Based on your knowledge of the social style matrix you can advise David that he is
dealing with a(n):

Back 3

amiable

Front 4

the degree to which people have opinions about issues and publicly make their posistions clear.

Back 4

assertiveness

Front 5

speak out, make strong statements, and have a take charge attitude

Back 5

assertive people

Front 6

based on how emotional people tend to get in social sitations. readily express joy, anger, and sorrow. they appear to be more concered with otheres and are informal and casual in social situations

Back 6

responsiveness

Front 7

high on assertiveness and low on responsiveness. lets get it done now and get it done my way

Back 7

drivers (hillary)

Front 8

high on assertiveness and high on responsiveness. warm, approachable, intuitive, competitive, view power and policitcs as important factors in their quest for personal rewards and recognition

Back 8

expressives (bush)

Front 9

low on assertivness and high on responsiveness

Back 9

amiables

Front 10

low on assertivness and low on responsivness

Back 10

analyticals (accountants)

Front 11

If you'd follow my instructions more carefully and focus on getting the job done, you'd be a lot more
successful." These instructions tell you the person giving them is most likely a(n):

Back 11

driver

Front 12

ability to adapt-adapting to a selling situation based on a certain personality type.

Back 12

versatility

Front 13

a computer program that mimics a human expert

Back 13

expert system

Front 14

Sales people ----- --- ------for identifying the four customer categories or types.

Back 14

learn the cues

Front 15

Salespeople ----- ------ -----they need to make in their communication style to be effective with each customer type.

Back 15

learn which adjustments

Front 16

how do you create knowledge in organizations?

Back 16

research and talking to top sales people

Front 17

did you achieve the goals you set for this call? How you are doing at your job.

Back 17

performance feedback

Front 18

Lets talk about why you didn't achieve your goals.designed to give you specific information to let you know how to improve performance.

Back 18

diagnostic feedback

Front 19

Your approach on that last call was off-target. You were emphasizing low acquisition cost while the
prospect seemed more interested in durability and the lack of need for regular maintenance," critiqued Robin's
sales manager after the two of them left a sales call they had made together. Robin is probably receiving _____
feedback.

Back 19

diagnostic

Front 20

Extreme amiable personality type

Back 20

high on responsive and low on assertive

Front 21

types of lists and directories for obtaining prospects.

Back 21

SIC, NAICS

Front 22

code for an industry when researching for leads because many publications are indexed by these codes

Back 22

SIC (standard industrial classification)

Front 23

a uniform classification for all countries in North America

Back 23

NAICS (north american industry classification system)

Front 24

What is the dreaded method of prospecting?

Back 24

cold calls

Front 25

type of prospect. a person or an organization that may or may not have what it takes to be a true propsect

Back 25

lead

Front 26

to determin wheter a lead is in fact a prospect a salesperson must

Back 26

qualify the lead

Front 27

the important process of locating potential customers for a product or service, is critical whether you are a new or seasoned sales professional

Back 27

prospecting

Front 28

satisfied customers not aonly provide leads but also are usually prospects for additonal sales.

Back 28

selling deeper

Front 29

The most effective source of leads.

Back 29

Referrals (satisfied customers)

Front 30

sales representatives attempt to get at least one additonal lead from each person they interview

Back 30

endless chain mehtod

Front 31

the salesperson cultivates a relationship with well known, influential people in the territory who are willing to supply the names of leads

Back 31

center of influence method

Front 32

the utilization of personal relationships by connected and cooperating individuals for the purpose of achieving goals

Back 32

networking

Front 33

Are all prospects leads and are all leads prospects?

Back 33

no. Lead might not have money or power to make a decision or authority.

Front 34

large customers or potential customers that are handled exlusively by corporate executives

Back 34

house account

Front 35

salespeople must not only qualify leads but also carefully analyze the relative value of each lead.

Back 35

lead management system

Front 36

If the inquirer returns the second inquiry card the saleperson can follow up on the lead

Back 36

bounce back card

Front 37

telephons are used to generate and tehn qualify leads

Back 37

outbound telemarketing

Front 38

uses a telephone number that leads and customers can call for additional information

Back 38

inbound telemarketing

Front 39

busy executives usually have one or more subordinates who plan and schedule interviews for them

Back 39

screens (barriers)

Front 40

the amount of homework the salesperson does before making a call

Back 40

precall information