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Exam 7: Planning the Sales Call

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Question 31

Multiple Choice

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A salesperson who routinely accomplishes his or her _____ objectives most likely sets his or her objectives too low.

A) strategic
B) optimum call
C) minimum call
D) primary call
E) secondary call

F) D) and E)
G) A) and B)

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Question 32

True/False

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Ben,a salesman,would like to sell his prospect three dozen handheld mixers.However,he would be willing to settle for selling just six of them-that would be his minimum sales call objective.

A) True
B) False

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Question 33

Multiple Choice

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Jenna,a seller of insurance products,is scheduled to meet her prospect,Jay.Jay's assistant always interferes and stops salespeople from contacting Jay.When Jay's assistant attempts to stall Jenna's effort,she tells the assistant that she has authority from Jay's superiors and the top management to meet Jay.The strategy used by Jenna is known as:

A salesperson for Otto Bock Orthopedic Industry is calling on an orthopedic hospital to sell his company's new computerized artificial limbs that can anticipate and regulate movement by the user.The salesperson's sales call objective is to sell 20 limbs after convincing the buyer that the limb is superior to all other prosthesis available in the market.The total amount involved in the deal is around $50,000.The salesperson has been given 15 minutes to make his sales presentation.What is wrong with this objective?

Tom,an experienced salesperson for road construction equipment,has been hired as the sales representative for Caterpillar Tractor Corporation in the state of Ohio.Tom is aware that his company makes products of high quality but is fairly new in the market.Which of the following objectives for Tom's first sales call on Faulkner Paving,a key prospect,meets the criteria of being realistic?

Differentiate between a person who is the focus of receptivity,the focus of dissatisfaction,and the focus of power.

Martin is planning his first sales call on F&S Industries.He has decided to postpone the call until he knows everything there is to know about the company and the prospects on whom he will be calling.What's wrong with this idea?

After gathering precall information and setting objectives,a salesperson's next step in planning the sales call is generally to make an appointment.

Seeding is the process of finding the key decision maker within a buying center.

To be effective,a call objective must be generic and non-measurable.

If an industrial salesperson makes her first call on an employee at a client's company who is most likely willing to listen and provide valuable information,she is most likely calling on the _____.

In a buying center,a screen can take on the role of a(n) _____.

In the context of finding the right person to make a sales call,Neil Rackham suggests that the focus of dissatisfaction leads to the:

Which of the following statements about sales call objectives is true?

Kumar is a salesperson for a cosmetic brand.Before meeting his prospect,he sends the prospect a few fashion and lifestyle magazines to improve the prospect's knowledge about cosmetic products.In this case,Kumar is most likely engaging in _____.

As the CEO's personal assistant,Robert's job involves taking calls from sales representatives from different companies.He sorts them and selects the salespeople who get to speak directly to his boss.In this situation,Robert is acting as the _____.

Jonah,a salesperson,hears of a lead and decides to pursue it.He determines getting acquainted with the client to be his call objective for the first sales call.As he reviews his notes after the sales call,he realizes that he does not have much information about the needs and the business potential of the lead despite having met most members of the buying center.Which of the following drawbacks of his call objective is most likely to explain this shortage of information faced by Jonah?

In the buying center,the person who can approve,prevent,and/or influence action is called the _____.

The statement "sell a minimum of 10 boxes of a product to the customer" is a specific sales objective.

In the context of finding the right person to make a sales call,which of the following was suggested by Neil Rackham?