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1. Which of the following is not one of the four dimensions of sales call anxiety? a. A desire to perform safety-seeking behaviors b. Imagined negative evaluations from customers c. A negative self... -evaluation d. Recognition of the economic value of prospecting activities e. Physiological symptoms 2. Which of the following statements about the use of humor in sales presentations is true? a. Humor should never be used in sales presentations b. Only use humor that is relevant to the group to which you are selling-such as tax human accountants c. Do not practice telling jokes because rehearsed jokes are boring d. Don’t apologize before telling a joke e. All of the above statements are true 3. Which of the following statements about lead qualification and management is true a. Firms often engage in prequalification of leads for their field sales force b. A lead management system can be used to grade leads and establish a priority call c. The use of info technology makes lead qualification more efficient and effective d. Telemarketers are used by some companies as prequalify leads e. All of the above are true 4. Which of the following methods of obtaining commitment involves the use of a “T” chart to help the buyer weigh the pros and cons of making a commitment\ a. The George Washington b. The Ben Frankiln c. The assumption close d. The minor points close e. The features vs. benefits close 5. Purchasers that issue Request for Proposals like to see written sales proposals that include a. A positioning map that compares products at the end b. A glossary of terms or jargon used in the beginning c. An index of key decision points at the end d. A brief executive summary in the beginning e. All the above 6. Pete is a salesperson for a company that installs video recording equipment in various academic units at universities across the nation. He offers to waive the following year’s annual maintenance fee for referrals that result in the purchase and installation of new video systems in other academic units or schools. Pete is attempting to get his customers to act as: a. Reconnaissance staff b. Spotters c. Bounce-backs d. Spiffs e. Prospectors 7. Salespeople can strengthen their presentations by showing prospects the value of making a purchase. A method of applying this technique, also known as quantifying the solution, is: a. A cost benefit comparison b. Return on investment c. Net present value d. Payback period e. All of the above 8. Anna showed the office manager at wholesale nursery how she could pay for the new copier she suggested by bringing more printing jobs in-house and saving money that had previously been spent with outside vendors. Anna used _______ to quantify the solution a. Cost benefit analysis b. Return on investment c. Net present value d. Payback period e. Opportunity cost 9. When a sales rep divides the net profits for savings produced for a client by the amount of money the client is investing, the resulting figure is called the a. Net revenue b. Return on investment c. Net present value d. Payback percentage e. Opportunity cost 10. Michael sells heavy duty construction equipment. About twice a month he visits Chris Martin the former president of South Carolina commercial construction industry trade association. Chris retired from working more than five years ago, but he always seems to know all of the companies in the state that need new equipment because of large construction contacts. Chris shares info freely with mike because the two are good friends. Chris martin is a good example of a a. Endless chain b. Spiff c. Center of influence d. Prospector e. Spotter 11. ______________ is the return a buyer might earn from a different use of the same investment capital a. Sunk cost b. Net present value c. Opportunity cost d. Gross revenue e. Net revenue 12. Sometimes prospects are reluctant to state or may hide their real objections. What should the salesperson do when faced with such a situation? a. Forget it because it is likely that the objections are true b. Continue with the presentation and address the objections the prospect does voice c. Forget it because hidden objections are hopeless d. Ask probing questions and attempt to ‘smoke out” the real objections e. Come back later to see if the objection remains. 13. A lead must have _________ to qualify as a prospect a. Needs for the product or service b. Authority to buy c. Ability to pay d. Eligibility to buy e. All above 14. How can a salesperson create an endless chain of leads and referrals a. By setting goals for prospecting activity b. By implementing a time management strategy c. By asking each prospect for names of others that may need or want the product d. By doing paper work on time e. By getting every prospect to make a purchase 15. The worst type of objection the hospital purchasing agent could have is a. A statement that the x-ray equipment is too expensive b. A statement that a competing firm offers better service c. An unspoken belief that the company cannot meet required delivery times d. A negative response to the salesperson’s contention that her company only uses quality matters e. A statement that the x-ray equipment is not easy to use 16. Sales call objectives should be a. Reachable yet challenging b. Specific and measurable c. Time-based d. Written down e. All of the above 17. 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 times shown above 18. A seller might use the “forestalling” technique if an objection a. Is a common one that that buyers offer b. Is something the seller’s manager should handle c. Regards the product d. Regards the price e. Regards after sale service 19. A prospect suggested matt’s product was more difficult to use than a computer’s during the sales call. In response, Matt said, “Yes, the trimming machine requires a worker to pull two levers at the same time. Although this may appear difficult and inconvenient, it ensures the worker’s hands will not be caught in the blades. Thus, our product reduces injuries to employees and worker’s compensation claims against your company.” In this example, Matt used the _____________ method to respond to the objection regarding the effort required to use the trimming machine. a. Revisit b. Deny c. Preempt d. Forestall e. Pass-up 20. How do salespeople determine the difference between an excuse and a real objection? a. Observation of the buyers’ nonverbal behavior b. Understanding buyers’ motivations c. Learned experience with handling objections d. By asking probing questions e. All of the above 21. Planning your sales calls offers a number of advantages. All of the following are generally recognized as advantages of planning sales calls except? a. It increases your confidence b. It saves time for your buyer c. It guarantees that you will achieve call objectives d. It saves time for you e. It helps avoid annoying your prospect 22. Which of the following statements about obtaining precall info is false? a. At some point the amount of time and effort required to collect additional info exceeds the potential value of that info b. Often the difference in making or not making [Show More]

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