Quiz: Salesmanship BPMM3173

________ is defined as the series of sequential actions by a salesperson that leads toward the customer taking a desired action and ends with a follow-up to ensure purchase satisfaction.

• The sales presentation

• The prospecting process

• The sales process

• Networking

If you learn about the sales process in the same order that a salesperson goes through the process, the first thing you will study is:

• the approach

• prospecting

• networking

• the pre-approach

One of the reasons why a salesperson must constantly look for new prospects is to:

• gain additional sales presentation experience.

• fulfill corporate social responsibilities.

• prevent the loss of current customers.

• increase product sales.

Jimmy Gonzalez sells medical supplies. He has just been told by the purchasing agent's secretary that he cannot see the prospect immediately but that he will have to wait. What should Gonzalez do?

• Experience call reluctance

• Wait for a short time and then ask to reschedule

• Use the waiting to unwind

• Engage the secretary in conversation

Which of the following would be best when making an appointment with a prospect over the telephone?

• Be creative and avoid planning what to say.

• Begin the call by describing your experience.

• Present only enough information to create interest.

• Emphasize the product's features and characteristics.

You have the greatest opportunity to influence your prospect:

• in the trial close.

• in the approach phase.

• when determining objections.

• during the presentation.

Salespeople must sell the product, plus sell the prospect on providing referrals. This activity is referred to as the:

• endless chain method.

• canvassing method.

• parallel referral sale.

• cyclical method of referral.

Norman, the owner of CompuTex, recently installed computers at Harding Industries. Norman recommended that the Harding Industries office manager contact Computer Services, Inc. to schedule a computer training class for Harding's employees. This is an example of the ________ method of prospecting.

• preapproach

• endless chain

• centre of influence

• networking

All of the following statements about teleprospecting are true, EXCEPT?

• Teleprospecting often involves a number of calls and discussions with the lead.

• Similar to telemarketing, teleprospecting also requires the use of a script.

• Teleprospecting applies critical sales behaviors, such as listening and attempting to diagnose customer needs.

• Teleprospecting requires more sales training than what is traditionally provided to a telemarketer.

To enlarge its prospect list, Dunn Portrait Photographers seeks the assistance of area bridal stores to identify engaged couples. This is an example of the ________ method of prospecting.

• centre of influence

• cold canvas

• group

• public exhibition