Prt Chapter 4 & 5 Quiz

Front 1

In which of the following types of personal calls does the salesperson make a strong sales pitch, overcome a decision-maker's objections, and ask for the sale?

1. a cold call.

2. a public relations call.

3. a presentation call.

4. a service call.

Back 1

Answer:

3. a presentation call. (This is associated to competency 1)

Front 2

a call to promote goodwill and to assure current customers that the hotel wants to meet their future needs.

Back 2

a public relations call.

Front 3

a personal sales call to introduce prospective clients to the products and services of the hotel.

Back 3

cold call

Front 4

A Type of territorial space is the most appropriate for salespeople to use when beginning a sales presentation.

Back 4

a social space.

Front 5

The greatest nonthreatening area that gives from client to salesperson is called:

Back 5

Public space.

Front 6

a presentation sales call consists of

Back 6

Strong sales pitch, overcome a decision-maker's objections, and ask for the sale.

Front 7

5 steps that should be followed for maximum success:

Back 7

1. Opening the sales call.

2. Getting client involvement.

3. Presenting your property.

4. Overcoming objections.

5. Closing and following up.

Front 8

During a personal sales call, a salesperson should handle all of the clients objections immediately.

True or False.

Back 8

False