Professional Selling Test 2 Set 3

Front 1

cold calls have little if any

Back 1

pre call information

Front 2

when gathering pre call information it is important to learn these things about the prospect as an individual

Back 2

personal, attitiudes, relationships, evaluation of proucts/services

Front 3

when gathering precall information it is important to learn these things about the prospect/organization

Back 3

demographics, propsects customers and competitors, historical buying patterns, current buying situation, people involved in the purchase decision, policies and procedures

Front 4

A sales person should initially try to call on the -------. The person who will listen and provide the seller with needed valuable information

Back 4

focus of receptivity

Front 5

the focus of receptivity will then lead teh salesperson to the ------- --- -----------. The person who is most likely to perceive problems and dissatisfactions.

Back 5

focus of dissatisfaction

Front 6

The focus of dissatisfaction leads to the ------ --- ------. The person who can approve action, prevent action, and/or influence action.

Back 6

focus of power

Front 7

When dealing with objections the goal is to

Back 7

not acknowledge them

Front 8

the actual goal hoped to achieve when making a call

Back 8

primary call objective

Front 9

the minimum goal hoped to be achieved.

Back 9

minimum call objective

Front 10

the most optimistic outcome the saleperson thinks could occur.

Back 10

optimistic call objective

Front 11

the most important primary objective is called teh primary call objective, whereas the remaining ones become

Back 11

secondary call objectives

Front 12

Call objectives should be developed while taking into account:

Back 12

The firm’s goals
The sales team’s goals
The salesperson’s goals

Front 13

All objectives should be

Back 13

Specific
Realistic
Measurable