Chapter 6 Entrepreneurship

Entrepreneurs ________ constantly, not just to customers, but to investors, bankers and people they want to hire.

• sell

• try to make a good impression

• attempt to be optimistic

• All of the above.

When you sell, you should always listen carefully to customer complaints, because ________.

• it's better to have customers complain to you than to other people

• customers are happier when you listen to them

• they provide invaluable information about how to improve the product or service

• the "buck" stops here

Entrepreneurs sell constantly to ________.

• potential employees

• potential investors

• customers

• All of the above

When you are starting out and cannot afford to pay sales representatives full-time salaries, you can offer ________ instead.

• incentives

• bonuses

• commissions

• bonuses and incentives

An appointment with a potential customer to explain or demonstrate your product or service is called a ________.

• sales cal

• pre-qualification

• product demonstration

• presentation

Objectives during a sales call include making the customer ________.

• want to buy the product or service from you

• aware of your product or service

• want to buy your product or service

• All of the above.

Good salespeople ________.

• believe in what they are selling

• feel good about what they are selling

• All of the above.

• None of the above.

During each sales call you make, focus on this question.

• How can I make the customer buy from me?

• What does the customer need?

• How can I convince the customer to ignore his/her objections?

• How do I handle the objections that will be raised?

What should you do when a customer raises objections during a sales call?

• Ignore them; the customer will forget about them by the time the call is over.

• Acknowledge objections as they arise and respond to them.

• Shorten the sales call; don't waste time on a customer who has objections to your product or service.

• Say, "I'll get back to that in a moment."

People you think might be receptive to your sales presentation are called ________.

• consumers

• customers

• prospects

• interested parties