Ps Exam 2 Practice

Front 1

The process of locating potential customers for a good or service is called:

Back 1

prospecting

Front 2

Robina has just been given the name of a person who wrote her company inquiring about the firm's radiology equipment. At this point, this person is best classified as a:

Back 2

lead

Front 3

The process of determining if a lead is indeed a prospect is:

Back 3

qualifying a lead

Front 4

The text suggests five questions that will help a salesperson determine if a particular lead is a qualified prospect. Which of the following is NOT one of those questions?



a. "Does the lead have the ability to pay?"

b. "Is the lead eligible to buy?"

c. "Does the lead have the authority to buy?"

d. "Does the lead agree to buy the product?"

e. "Can the lead be approached favorably?"

Back 4

"Does the lead agree to buy the product?"

Front 5

Which of the following statements about prospecting is true?



a. Cold calling requires a lot of preparation.

b. Not all leads will be prospects.

c. It is unethical to use friends or relatives as a source for leads.

d. Personal observation is not a way to find qualified leads.

e. To be effective, a center of influence must also be one of your best customers.

Back 5

Not all leads will be prospects

Front 6

As Sondra concluded her sales interview with Burt she said, "I'm pleased you see the value of this new software for managing your inventory. Can you suggest some other small business owners who might like to see it?" Sondra is using the _____ method of prospecting.

Back 6

endless-chain

Front 7

The primary purpose of Webinars is to: (2)

Back 7

-generate leads and

-provide information to prospective customers

Front 8

Brandi, the sales trainee, watched as her sales supervisor chatted with the prospect's secretary. Brandi felt that such familiar behavior was inappropriate in a business situation. Furthermore, she did not understand why her supervisor was asking seemingly irrelevant questions like "Does your boss like to play golf?" What does Brandi's supervisor know that Brandi has not yet learned?

Back 8

Secretaries are a rich source of information about a prospect and are important for successful sales calls.

Front 9

The most important step in planning the sales call is to:

Back 9

set objectives for the call

Front 10

Effective call objectives must be:

Back 10

specific, realistic, and measurable

Front 11

Victor is calling on Meridian Cabinetworks. His goal is to sell it a customized profile sander valued at about $3,500. He'd be willing to accept a Meridian purchase of one his firm's ready-made sanders, which sell for $2,000. Victor would really like to get the owner of Meridian to use the sander and to provide his company with a testimonial to help him get sales call appointments with other local wood workers. For Victor, the sale of the less expensive ready-built profile sander is his:

Back 11

minimum call objective

Front 12

To get the CEO's secretary to give him an appointment, Oscar mentioned an earlier talk he had with the president of the firm about what his company has to offer. He is hoping this technique of _____ will get him in to see the CEO sooner since the secretary may fear getting in trouble if she puts him off too long.

Back 12

going over the screen

Front 13

Which of the following statements about using the telephone to make sales appointments is true?

A. A secretary might try to prevent the sales rep from getting an appointment or talking to the prospect on the telephone
B. A prospect will never have any legitimate objections to granting an interview
C. Prospects seldom ask questions about the salesperson's product
D. The goal of the telephone call is to sell the product
E. If you reach the prospect's voice mail, be sure to leave a message

Back 13

A secretary might try to prevent the sales rep from getting an appointment or talking to the prospect on the telephone

Front 14

While using the telephone to gain a sales appointment, you should always:

Back 14

answer any objections to the appointment that might occur

Front 15

Which of the following is NOT one of the essential elements of a sales call?

A. pre-calculating the profit margin
B. making a good impression
C. identifying or reiterating needs
D. credibility and trust
E. offering the solution to the buyer's needs

Back 15

pre-calculating the profit margin

Front 16

One way to conceptualize the selling process is the "Four A's." Which of the following is NOT one of the Four A's?

A. acknowledge
B. acquire
C. advise
D. accent
E. assure

Back 16

accent

Front 17

Dawn walks into a customer's office and immediately recognizes the customer is bothered by something. Dawn should:

Back 17

ask if this is not a good time to meet.

Front 18

A(n) _____ is a method designed to get the prospect's attention and interest quickly and to make a smooth transition into the presentation.

Back 18

opening

Front 19

Which opening should be described as the simplest and least effective way to begin a sales call, but is unlikely to generate much interest in the prospect?

Back 19

introduction

Front 20

Which two personality types are most receptive to small talk?

Back 20

amiables and expressives

Front 21

Which of the following is an example of a situation question that might be used with the SPIN technique?

A. "What would you do if an employee was injured because you neglected to repair your sander?"
B. "If I can show you how to use less energy per cubic foot in your freezer bins, would you be interested?"
C. "Are you happy with your current service contract?"
D. "What kind of scanner program are you currently using?"
E. "Do storms disrupt your electrical power?"

Back 21

"What kind of scanner program are you currently using?"

Front 22

Charts are particularly useful when:

Back 22

communicating large amounts of information.

Front 23

Why would a salesperson for Visa stain-resistant fabric give his prospective client a shirt made of the Visa fabric?

Back 23

The shirt is meant to gain and keep the buyer's interest in the fabric.

Front 24

The salesperson for the BM&M automated sawdust screen walked into the pallet manufacturer's buying agent's office and handed him a letter from a pallet manufacturer in Georgia. The letter praised the efficiency of the BM&M screen and was especially complementary of the fact that the screen only has six moving parts. This letter is an example of a(n):

Back 24

testimonial.

Front 25

The best writer of a testimonial is:

Back 25

someone above reproach and respected by his or her peers.

Front 26

A product demonstration allows prospects to:

Back 26

prove to themselves the product works the way the salesperson claims

Front 27

Jorge is developing a customer value proposition for a prospect. He will include:

Back 27

features/benefits tailored to the prospect and proof the benefits exist.

Front 28

Kenya showed the office manager at Arunden Wholesale Nursery how he could pay for the new copier she was suggesting by bringing more of Arunden's printing jobs in-house and saving money that had previously been spent with local printers. Kenya is using _____ to quantify the solution.

Back 28

cost benefit analysis

Front 29

When do buyers raise objections?

A. after the sale
B. when the salesperson seeks commitment
C. when the salesperson seeks an appointment
D. during the presentation
E. at all of the above times

Back 29

at all of the above times

Front 30

Kerry encounters far more objections at the point in a sales call when he actually attempts to gain buyer commitment than at any other time. This pattern suggests he:

Back 30

may be omitting significant selling points in his presentation.

Front 31

Which of the following would be classified as an objection related to needs?

A. "I don't have the time to look at all the carpet samples you brought in today."
B. "I understood your company's mercury disposal program is being challenged by the Environmental Protection Agency."
C. "Our new production method does not yield any flammable wastes, so we can't use your company's oil waste disposal cans."
D. "I need to take some time to examine your proposal before making a final decision."
E. "The gravity feed eye wash station takes up too much floor space because of the 16 gallons of saline wash it holds."

Back 31

"Our new production method does not yield any flammable wastes, so we can't use your company's oil waste disposal cans."

Front 32

Which of the following would be classified as an objection related to the product?

A. "My company has always used Troy Refrigeration to repair our freezer display units."
B. "I don't understand how your company's system can remove water vapor from our gas pipelines."
C. "I recently heard that your company has had to declare bankruptcy."
D. "I don't believe the money we would earn from using your company's sub sea oil production system would offset its costs."
E. "I don't have the time to look at your company's line of laparoscopic surgical equipment today."

Back 32

"I don't understand how your company's system can remove water vapor from our gas pipelines."

Front 33

At the beginning of her presentation, the Tharp Systems salesperson said, "I know my company's bar code label printer is slightly more expensive than the other brands, but my brand is the only one designed to work with Microsoft Windows applications. This makes it easier for your employees to learn to use because it is similar in operation to other computer programs you already use at this supermarket." In this example, the salesperson is _____ an objection about the cost of the bar code printer.

Back 33

forestalling

Front 34

Which of the following methods of handling a prospect's objection is only appropriate when the prospect's statement is blatantly untrue?

A. direct denial
B. compensation
C. revisit
D. acknowledge
E. postpone

Back 34

direct denial

Front 35

In the _____ method of handling objections, the salesperson tells the prospect the objection just presented is not true, but does so in a manner that softens the response.

Back 35

indirect denial

Front 36

The sequence of the referral method is important. Which of the following illustrates the correct sequence for the method?

A. "I can see how you feel... others felt the same way... yet they found... "
B. "I often feel the same way... and others have felt the same way... yet they found…"
C. "I can see how you feel... I felt that way in the past... yet I found..."
D. "I can see how you feel... others felt the same way... and I have found..."
E. none of the above

Back 36

"I can see how you feel... others felt the same way... yet they found... "

Front 37

While a salesperson was trying to describe a new textbook, the professor began to complain about the rising cost of textbooks. The salesperson responded with: "Yeah, it's not cheap to get a quality education these days." Then, after a pause, the salesperson continued, "Say, did I tell you who wrote the test bank that comes with this book?" Which method did the salesperson use to deal with this objection?

Back 37

acknowledge

Front 38

Salespeople most often use the postponement technique to handle the _____ objection when it comes early in the sales presentation.

Back 38

price

Front 39

The owner of Scott's Hardware will receive a discount of 15 percent if she orders 12 or more Mandarin bird feeders from Arundale Products. If fewer than 12 bird feeders are ordered, she will not receive the _____ discount.

Back 39

quantity

Front 40

Arnette's nonverbal behavior suggests she is about ready to accept the offer to do business with Monrovia Nursery Company. These nonverbal cues can also be called:

Back 40

buying signals

Front 41

Questions like "What else can I tell you about our product?" or "How does this offer sound to you so far?" are examples of:

Back 41

trial closes.

Front 42

Jessica has been asking questions throughout her sales presentation and received positive signals from her prospect. When she gets to the final close, Jessica should:

Back 42

expect the final close to be a natural part of the ongoing dialogue.

Front 43

"I don't understand why you're afraid to commit to this new ad program," said Barry, sales representative from WKSC. "Our radio station is offering you a chance to be heard around the clock and all over town. If you sign today, we can have your ads on the air starting the day after tomorrow. No one else offers the service you need like that. So, will it be the TAP schedule or the breakfast club package?" The text would classify Barry as what type of salesperson?

Back 43

aggressive

Front 44

The most straightforward effective method of obtaining commitment is the:

Back 44

direct request method.

Front 45

Haley sells office furniture. In closing the sale to Jackson Realty Company, she asked the company's office manager, "Shall I order you five chrome and glass desks or five of the mahogany desks?" Which closing method was Haley apparently using?

Back 45

the alternative choice method of closing